Reaching the C-Suite: The Down-Side-Up Approach

No matter what you sell, it’s tempting to think that your “real” customer is the CEO. If only you can get a meeting and make a good impression, the business is yours.

The reality, of course, is different. For many sales, CEOs don’t need or want to be involved. But there are times when you need to get the ear of the CEO. And in those cases, you may face an unexpected obstacle: his or her direct reports.

In this Quick Take, you will learn:

• When you should try to get the CEO involved and when you shouldn’t
• Why the CEO’s direct reports may be reluctant to give you access to the boss
• How to allay their fears and
• What you need to do to prepare for the meeting

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