tracy deciccoNovember 20, 2023sales strategy, sales execution, leadgenComment

Commandment #8

tracy deciccoSeptember 19, 2023sales execution, #clevelsales, sales leadership

Why Should Selling be Viewed as a Team Effort

There have been numerous articles written on the subject of sales reps, account executives, or client directors aspiring to be “CEOs” or “Managing Directors” of their client(s) or territory. This is especially true in complex B2B environments, where sales execs must orchestrate many internal resources to bring one ‘story’ to their clients…

c-suite, c-level, customer engagement, salestracy deciccoNovember 1, 2018c-suite engagement, sales leadership, sales executionComment

Sales as a Strategic Priority

Growing the top line is crucial to the success and the value of your company and should be viewed as a strategic priority for the executive board…

c-suite, c-level, customer engagement, salestracy deciccoJuly 18, 2018sales execution, sales, technology, customer engagementComment

Value Propositions - What to Avoid!

First in a series pertaining to executive value propositions. In this first piece, we will cover aspects of value propositions to avoid.

Engaging with a C-Level Executive, Part III - Be Prepared, Be Very Prepared!

The big meeting is about to take place. You have done extensive research on the firm and the C-level executive that you will be meeting with. You have also produced a thoughtful, relevant agenda and gone through the process of assembling a – very – small team to take to the meeting. Now it is time to practice for the big day.

Engaging with a C-Level Executive, Part II - Be Prepared, Be Very Prepared!

Now that you’ve done the initial prep for your meeting with the C-Suite, the real work is set to begin. Namely, preparing the agenda and assembling the messages and the team. You can do all the best initial preparations, but if you don’t have the meeting messages and agenda down, as well as the right team assembled, your meeting will not be optimized.

Building Meaningful Client Relationships, Part II

The second part in my series on building meaningful client relationships..

tracy deciccoFebruary 2, 2018tech, customer management, C-level, sales, sales execution, sales strategyComment

Building Meaningful Client Relationships, Part I

I wanted to touch on the topic of building meaningful client relationships. Relationships that matter. Relationships that count. Relationships that stand the test of time.

tracy deciccoJanuary 18, 2018technology, C-level, customer management, sales, sales executionComment

Customer, Customer, Customer

I’ve been selling and been in front of senior executive clients for the better part of 20 years. I’ve had some exemplary sales training, as at IBM and elsewhere, but some of my best ‘teachers’ have been my clients who have taught me over the years what it looks like to earn their business and their trust. Follows are a few of my thoughts on ‘mistakes’ I see that companies make when engaging with clients and ultimately trying to sell and move their products and capabilities.

customer engagementtracy deciccoJanuary 8, 2018sales, sales support, sales strategy, sales execution, startups, start-ups, technology, techComment

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