As we wrap up another quarter, it's time for some tough love, fellow CEOs and heads of sales. While you've likely been busy steering the ship, managing board expectations, and putting out fires, I want to challenge you on something critical: How effectively did you leverage your personal brand and network to help close those big Q2 deals?
The Power of the Corner Office
Let's be honest – your title isn't just a status symbol. It's a powerful tool that, when wielded correctly, can be the difference between a signed contract and a "maybe next quarter." You should be the biggest battleship in your sales fleet, capable of turning the tide in critical negotiations.
But were you? Let's do a quick self-assessment:
Did your sales reps bring you in to help close critical deals?
If they did, were you able to move the needle significantly?
If they didn't, why not? Is there a disconnect between you and your front-line teams?
The Hard Truth
In the world of enterprise sales, sometimes it takes a CEO to sell to a CEO. Your ability to open doors, navigate complex political landscapes, and speak peer-to-peer with decision-makers is unmatched within your organization. But this power means nothing if it's not activated.
If you weren't a game-changer for your team this quarter, it's time to ask yourself why:
Network Strength: Is your network of industry leaders, decision-makers, and influencers robust enough? If not, it's time to double down on relationship building.
Personal Brand Impact: When you reach out or walk into a room, does your reputation precede you? A strong personal brand can soften the ground before you even open your mouth.
Internal Clarity: Have you made it crystal clear to your team that you're not just available to help, but eager to do so? An open-door policy means nothing if your team is hesitant to walk through it.
The Path Forward
As we gear up for Q3, I challenge you to take your role in the sales process more seriously.
Here's how:
Amplify Your Personal Brand:
Regularly share insights on LinkedIn and other platforms
Speak at industry events
Contribute thought leadership articles to relevant publications
Strengthen Your Network:
Set a goal to have meaningful interactions with X number of C-suite peers each month
Attend (or better yet, host) executive-level industry events
Leverage your board and investor relationships to make strategic introductions
Empower Your Sales Team:
Clearly communicate your willingness to engage in deals
Create a simple process for sales leaders to request your involvement
Regularly review major opportunities and proactively offer your assistance
Develop a Winning Playbook:
Work with your sales leaders to identify the types of situations where your involvement can be most impactful
Create talk tracks and collateral tailored for executive-to-executive conversations
Practice and refine your approach based on outcomes
Remember, in today's competitive landscape, every advantage counts. Your unique position as a leader isn't just about steering the ship – it's about being the secret weapon that can clinch those make-or-break deals.
A Call to Action
If you're reading this and realizing that your personal brand and network might need some work, don't worry – you're not alone. I've worked with dozens of CEOs and sales leaders to enhance their personal brand strategies and turn them into the closers their teams need.
Want to discuss how we can amplify your impact and help drive more big wins for your organization? Let's talk. Reach out to me directly to schedule a consultation. Together, we'll craft a strategy that turns you into the deal-closing powerhouse your company needs.
Your team is counting on you. The question is, are you ready to bring the heat and make Q3 your best quarter yet?
🔍 Mid-Year Reality Check: Are Your Key Accounts Thriving or Diving?
As we hit the halfway point of 2023, it's time for some tough questions:
Are your strategic accounts delivering the growth you projected?
Have you experienced unexpected churn?
Do you have a clear plan to accelerate growth in H2?
I've written an in-depth article that provides:
A framework for auditing key account health 📊
Strategies for identifying hidden growth opportunities 💡
Tips for creating account-specific action plans 🎯
If you're a CEO or sales leader looking to supercharge your key account performance, this is a must-read.
Don't let another quarter slip by wondering why your biggest accounts aren't growing. It's time to take action.
👉 Click on the image to read the full article
Ready to unlock the full potential of your strategic accounts? Let's talk. As an expert in key account management, I've helped dozens of companies drive double-digit growth from their most valuable clients.
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