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However, they have no time for a sales pitch. There are hundreds of sales professionals to every one Corporate Executive. This forces salespeople to differentiate themselves tremendously from their competition. Salespeople must be able to quickly identify when an executive would be most receptive to a request for time. They must have the ability to navigate the most effective route to obtain access to the executive. This means bypassing an Executive Administrative assistant or other support staff; and, they must have the ability to effectively execute a meeting with an executive where they can initiate the closing process early.

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Salespeople must capture the attention of a senior executive in the first 30 seconds of a sales meeting. Otherwise, the closing opportunity is lost. Based on their level of responsibility, executives live in a world where they are constantly scanning activities for bottom line information. If activities are too long, or the assessment period does not fit into a small window, executives move on to the next task and delegate. The typical answer that they give at the point where this happens is: "Talk to my Admin about it."

When a Salesperson is able to use email, voicemail, a casual relationship with a Secretary, or other means to gain the acceptance of a corporate executive, they have "hit the sweet spot." Since corporate executives are like a secret society who endorse each other, selling to one is an open door to selling to others.