Next steps

– I hope these examples of what you might want to do in engaging with an executive have been helpful. What I found in my life, and unfortunately mostly through trial and error, is when you have a successfully engaged executive at your prospect, everything becomes easier for you. I used to bang my head against the wall trying to move through an organization without ever really taking the time to adequately engage a senior executive in my prospect organization. Once I learned how to do that and applied some of these principles, my life got much easier and frankly it was just a lot more fun. It’s interesting and engaging to meet some of these people who are leading the world’s most interesting companies. Take this opportunity to get the most out of your role, not just to tactically sell your solution and move your business forward, but to expand your relationships, to build on your network and to build on your understanding of how the world works. So best of luck on applying these principles and remember, you can do this. You have worked your whole life on a profession to get you to this point. You’re going to nail this. You’re worthy of that executive’s time and you’ve a lot of value to add. I can’t wait to see what you do with it.