North America

Executive Impact℠ is based on understanding how C-Level executives make decisions so the sales approach can be matched to the way executives prefer to buy. Tailoring the presentation of information to meet an executive’s style of processing information significantly increases a salesperson’s effectiveness in securing approval from high-level decision makers.

This program presents a framework for understanding how to best influence executive-level decision makers. From our two-year study of nearly seventeen hundred executives, we found that communication is most effective at the executive level when tailored to one of five decision-making styles. Executive Impact℠ provides the process for identifying each of these decision-making styles in order to deliver the right information and improve the probability of success.

Executive Impact℠ may be the right solution if your sales organization is trying to:

  • Connect with executives as decisions move to higher levels in customer organizations
  • Secure executive approval for a greater volume of high-potential deals
  • Enrich the quality of executive-level conversations to advance sales opportunities
  • Develop proficiency at senior executive presentations
  • Improve the value of internal meetings with senior management

Who should attend

Any member of the organization interacting with executives as part of the selling process, from sales support and field sales to front line management. Understanding how individuals make decisions speeds up the buying process and clarifies the appropriate steps for the selling organization.

How your organization will benefit

Enable field salespeople to:

  • Understand how executives prefer to receive information in order to tailor messaging and materials used accordingly
  • Increase confidence when meeting with high-title decision makers
  • Prepare for the next steps after the executive meeting to appropriately progress the sales opportunity

Enable sales managers and senior leaders to:

  • Ensure salespeople are comfortable and confident when presenting and selling to the C-suite
  • Collect and share best practices on the most effective selling tools for each decision style

Delivery Options

Whether you are looking for in-person training, digital options, an integrated approach or a blended solution, we can ensure an experience that best suits your workforce.

Instructor Led Training

Digital Learning Options

Integrated Training

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