Selling to Senior Management

2 Oct

Where do senior managers get their information when evaluating purchase decisions? According to eMarketer and the always informative Paul DiModica of Digital Hatch, the internet is not the first place they look. Instead, the first place they get this information is from their colleagues in other companies. And the surprising second place winner? From the sales reps calling on them. If one of your own customers can’t refer you to the new prospective customer you’re targeting, then find a sales rep who already claims them as a customer!


Paul does not have blog but he publishes a weekly email newsletter. I’ve saved every one of his newsletter since I started subscribing in 2004. Thanks, Paul!


One Response to “Selling to Senior Management”


  1. Inquisix - Selling by Referrals » Blog Archive » Use Customers for References Not Referrals - February 16, 2008

    […] are uncomfortable making referrals/introductions then don’t use them that way. Get your referrals somewhere else and let your customer give the […]

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