The following was a guest post by Bob Mudd Principal & Consultant, J.R.Marketing Svcs LLC. to the DaggerFoil Blog. Cameron Ackbury’s blog (http://www.daggerfoil.com/ceo-involved-sales-process/) and the posted comments that follow it contain some very solid thinking and many interesting points. All of the Pro and Con considerations are certainly valid. What follows is intended to supplement Cameron’s initial input.
A high percentage of CEOs have, at some point, served in some type of a sales capacity. In fact, CEOs often have extensive experience in sales and sales management. Their understanding of the sales process as defined and executed by the CEO’s company is highly valuable, especially when closing a major contract where a client’s top corporate officers are in the economic buying circle.