According to the 2001 U.S. Census Bureau survey, there are over 10 million non-retail sales representatives in the United States. As there is no listing for C-Level Executive (hereafter, CLE) in the Census, let’s estimate the number of CLEs in the B2B selling world using the Global 2000 list of companies. If we estimate an average of five CLEs (CEO, CFO, COO, CIO, President) and seven additional “close to C-Level” executives (i.e., EVP Sales, SVP marketing, SVP HR, Divisional President, etc.) then we arrive at a total of approximately 24,000.
Thats 417 sales professionals for each C-Level Executive! How can you possibly differentiate yourself in this crowded market?
And lets face it, few in the C-Suite care to spend muchif anytime with salespeople. Nonetheless, you are told by your boss that in todays selling environment it is imperative that you reach the C-Level.
Huthwaite’s research has revealed that getting into the C-Suite requires three very particular skills:
* The ability to identify when a CLE would be most receptive to your request for time
* The ability to navigate the most effective route to obtain an...
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