Art Jacoby's Monthly Newsletters
Newsletter Library - June 2008
The Selling CEO
What’s more effective than a CEO (or Principal) who actively sells your company’s products and services and has the skills to do it well? The short answer: not much.
Selling CEOs know that developing new relationships and new business is one of their most important job functions. They act on that knowledge by establishing sales goals and holding themselves accountable for results. They fill their calendar with meetings, conference calls and trips to obtain new business and expand existing business.
Selling CEOs also work closely with the internal and external sales team so that they are well-trained representatives and have the motivation and confidence to win and retain business. They make sure that the marketing and sales functions are fully aligned. They lead by example, as their personal sales productivity demonstrates month after month and year after year.
Don’t bet against Selling CEOs. They will out-smart you, out-hustle you, and ultimately, they’ll take business away from you.
Are any of your competitors led by a Selling CEO? Well then, perhaps you’d better become one...
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