Cold calling the C-Suite

<p>Is your cold call structure fit for purpose?</p> <p> </p> <p>If you are trying to call senior executives it might not be.</p> <p> </p> <p>Martin Stevens shares both why and how he goes for the top.</p> <p>Based on a playbook that determines whether offering/adding/creating value the structure he uses focuses on outcomes and problems.</p> <p> </p> <p>Specifically framed in that order after a pattern interrupt and upfront contract this allows identification of 'pain' that can be explored in the rest of the call.</p> <p> </p> <p>A dialogue based on questions and short success stories allows the level of curiousity and emotional intensity to build.</p> <p> </p> <p>The stories must allow the customer to identify as the hero and make them sufficienty excited to want to know how they can acheive a similar state.</p> <p> </p> <p>Are you talking to customers about them or you?</p> <p> </p> <p>Connect on <a href= "https://www.linkedin.com/in/martin-stevens">LinkedIn</a>: </p> <p> </p> <p>Take the <a href= "https://collaborativeselling.scoreapp.com/">Scorecard</a>:</p>