In a sales process cycle, we will be facing mostly 2 common people, they are Buyers and Influencers. In that CEO plays a key role in buying the system. CEO has the highest ranking and is the one who makes major decisions in the company. There are also ones that manage the overall operations and resources. Act as a main point of communication between the board of directors. In some cases, she or he is even the chairman of the board. The CEO varies from one company to another depending on the company size. In relatively small companies, the CEO often has a much more hands-on role in the company. However, for larger types of companies, mid-market enterprises, the CEO typically deals with only the higher level company strategy and directs its overall growth as most other tasks are delegated to other managers or various department heads. Below given are the things that the CEO would like to know, who are in the same industry or vertical.
Background
- Industry, technical, or finance expertise
- Potentially founder /family business owner
Objective
- Exceed revenue goals
- Employee retention
- Appease partners or shareholders
Key metrics
- Profitability by product/service
- Revenue growth vs. target
- Gross profit
CEOs usually face the following Challenges
- Reliable data
- Scalability
- Efficient operations
- Compliance
Buying Triggers
- Growth
- Merger/ Acquisition
- Customer satisfaction
- Competition
Exploratory Questions
- What are your current strategic initiatives?
- How ready is the organization to take advantage of opportunities?
- What is driving your growth?
- What investments are you considering making to improve – organizational capital(Ex – culture), information capital(e.systems) & human capital(ex. skills)?
- How are you diversifying your service/product offerings?
- How do you currently determine which services are profitable vs. those that are not?
- What does success mean for your organization?
- How do you determine which projects are successful for your business and the customer?