How to Win the Deal Before You Even Meet the CEO

Most service providers think the goal is to impress the CEO because they’re the decision buyer. However in more complex deals with larger companies, you rarely get the CEO first. You speak with the CMO, the ops lead, the SEO manager, or the HR director. In other words, there is a person standing between you and the final yes. If you approach them the same way you would the CEO, there’s a bigger…