The Executive Conversation

How effective are your salespeople at earning credibility at the senior executives level of their customers’ companies? 

The Executive Conversation, based in Seattle, is a consulting and training firm focused on providing selling companies with an increased understanding of the buyer’s side.  More specifically, sales teams that go through EC’s programs learn to apply business and financial acumen to their sales campaigns and to more credibly articulate the business impact of their solutions.  

Although ESR’s formal research brief will set you back $29.95, Executive Conversation’s President Mike Rohan and Executive Instructor Bob James graciously agreed to let me interview them for my most recent podcast.  

Here are two short excerpts from the podcast.  Bob James is one of Executive Conversation’s Executive Instructors.  After his position as treasurer at NCR, he ran sales and marketing at the $1 billion AT&T Global Information Solutions.  Listen and you’ll see what I mean by a buyer’s perspective.

• Bob James discusses salespeople and developing ROIs (1:11)
• Bob James discusses the preparation required for salespeople (1:28)

You can access the entire 27-minute podcast here.  There is no charge.