Executive Discovery Questions
By Brad Stribling

An important part of building business rapport and credibility rests in how you engage the executive in conversation - what you talk about, and how you probe for more information.
Your success likely rides on your thorough understanding of
1) How executives think,
2) What motivates them with regard to their business, and
3) What motivates them personally?
If you’re looking for some “starter” questions that will help your salespeople get the information they need to sell at the executive level, you’ll want to take a few minutes to read this article.

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Building Crediblity with Senior Executives
By Brad Stribling

In the eyes of a senior executive, there’s a “magic” quality that can separate you from the endless stream of peddlers clamoring for attention? In a word, it’s credibility. And what’s credibility made of? Here’s a 6-point strategy for building credibility that’s generating fantastic results for salespeople in all kinds of industries.

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The 4 P's: Selling to the Executive Suite™
By Brad Stribling

Three years of research studying high performers in some of the world's most successful sales organizations helped us indentify four critical skills all salespeople must have to be successful selling at the executive level. We call these skills "the 4Ps of Selling to Executives". Learn more about the "4Ps" of Selling to the Executive Suite™.

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