CEO’s Respond to Value Propositions

The following post was written by me describing how many salespeople do not know how to sell to a CEO. They call into a company, obtain a dial by name directory, and presses the name for the CEO.   The executive answers his phone and hears a list of product features and functions that would benefit his company.   Her eyes begin to look over the telephone searching for the call forward button.  She responds that IT would be the appropriate department to handle these types of conversations and transfers the call.  The sales representative feels a sense of pride because he spoke to a CEO about his product.  Little does the sales representative know that he wasted his time and probably will be blacklisted from the company forever.  CEO’s do not respond to features and functions, CEO’s respond to value propositions. – See more at:


About Cameron Ackbury, CPA

Founding Director at DaggerFoil Group
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