This presentation was presented to ADP's inside sales team in order to help them understand (1) the mindset of CEO's (2) how to gain access to CEO's (3) what to do when you get a CEO's attention

1. Selling to CEO’s

2. The CEO dilemma
Need to Grow Revenue
Investor Relations
Strategic Decisions
Board Meeting Prep
Building Culture
Priority 1
Priority 2

3. Understanding your prospect
• Organize Time
• Set Priorities
• Recalibrate
• Goal is to
make $
• Bottlenecks
• Increasing
throughput
• What’s
Important
• Sharpening the
saw
• Understand first
• Avoid red water
• Make competition
irrelevant
• Case Studies

4. Accessing CEO’s
=
Not during work hours Through someone they know
Someone aligned to your interest Non-traditional methods

5. Don’t be nervous

6. Don’t be timid

7. Don’t focus on yourself

8. What not to do = Connect and Pounce

9. What not to do = destroy your credibility
Hi Sean,
I am sorry to bother you, but would you
mind referring me to
the person in charge of your online
marketing?
Thanks for the help and have a wonderful
day!

10. Zero to Hero in 5 seconds

11. What MIGHT work

12. What MIGHT work

13. What MIGHT work
Some text
Some text
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14. What MIGHT work

15. This better be you…

16. New Research Report
Social Media’s Impact on Sales
Connect with me
@sean_h_burke & @kitedesk