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Think Executives Are Purely Rational? Think Again

A large number of companies try to sell their product or service to high-level executives. A myth has long swirled around the topic of executive decision-making, and it stems from the broad and untested perception that executives are strictly rational thinkers—logical and analytical in their approach to business decisions. Why? Because they tell you that, and they believe it themselves.

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Blog Sales Enablement Sales Management Social Selling

Lead By Example: Igniting Behavioural Change With Executive Buy-In

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When it comes to implementing a social selling program, getting executive buy-in plays an essential role in a program’s success. How can leadership expect their sales professionals to work toward long-term behavioural change if they don’t believe and enact that change themselves? Here’s a recent example that shows how one leader helped sparked transformation at one of the largest telecommunications providers in America.