T5

Barry Farber was brought into my organization to highlight the “Top Down Selling” strategy. At first there was a skepticism amongst the sales reps. How do we go straight to the top and not “sell” anything and even more ensure we can get close to an appointment…with someone….anyone? We were assigned to make a list of our dream accounts and to find out who the CEO was and a few fun facts about them. After my first visit with Barry all skepticism was GONE. We walked right in asked for the CEO like we knew him for years. When the CEO walked out we discussed his recent interview with Inc. magazine on his personal journey to get the coveted top spot and what he learned during the process. The conversation was effortless pulling challenges that I have faced as an individual starting out in an entrepreneurial type position and how he has overcome most of the same challenges. He was impressed at the research we did and actually thanked us. At the very end of the conversation the CEO asked of course, “and what is it that you do.” At that point I gave him my value proposition and his response was oh, you must meet my IT director who is in charge of those decisions. IT WAS BRILLIANT! I have never had to work so little to get an appointment and with the exact person I needed at that. Every stop after that went the same way. Everyone should be taught this in sales 101.