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Evolving C-suite dynamics

C-suite roles are evolving and new roles are emerging. To remain relevant when dealing with the C-suite, SAMS must expand their comfort zone.

Author(s): Jacques Sciammas, President and Reinhard Bockstette, Senior Executive, Selling to Executives; and Patrick Dancourt, European Procurement Director, Steelcase PLC

Publication Date: 1/31/2017

Resource Type: Velocity magazine

Subject Tags: Executive Suite Issues

Price: Non-Member - $10.00 | Individual Member - $0.00 | Corporate Member - $0.00

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15. Evolving C-Suite Dynamics: What your sales teams need to do to gain customer trust and maintain relevancy in the digital age

To succeed with the C-suite and your customer driven innovation approach, as well as develop lasting long-term relationships, companies must understand the rapidly evolving dynamics of this decision-making group. Connectivity, increased digitization and much more demanding customers have all created new challenges for C-level executives in the way they make investment decisions and select vendors. A deeper understanding of these changes will enable your sales teams to create a better relationship with these executives and gain a competitive advantage.

Author(s): Jacques Sciammas, Selling to Executives; Reinhard W. Bockstette, Selling to Executives; Patrick Dancourt, Steelcase Inc

Publication Date: 3/14/2016

Resource Type: Presentation handout

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Price: Non-Member - $0.00 | Individual Member - $0.00 | Corporate Member - $0.00

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