Reach out and call the CEO

[Shishirgano9]

You have to get rid of all this noise that says the phone doesn’t work. GN: What do you think about contacting the CEO directly, or into the C-Suite and what are your thoughts on the best way to handle that given those tools that are out there and the etiquette? JB: I don’t know that there needs to be an etiquette. I think if you are in Germany or Japan, which are places where there is a defined hierarchy, and there are some other countries as well, that you probably, from a local standpoint, have to look at the local norms.



But in the U.S., we don’t have those local norms. There is no finland cell phone number list reason why you can’t directly. But, here’s the thing: most people in business-to-business sales are calling somewhere in the middle of the organization because that’s where the decision is made. If you are calling a small business, you are calling a business owner, like me. In those cases, it is ok to call me, but I may have another person in my organization that you are going to deal with.



I am going to send you down to that person. Sometimes I am the person that makes those decisions directly, it just depends on what it is. GN: You talk about pitch-slapping. You say people buy for their reasons, not yours. Can you explain what it means to be pitch-slapped and how salespeople can differentiate themselves and their products? JB: I think there is a little bit of a difference.