Theme: 3 Senior Executive Buyers share what it takes to win deals today
On Tuesday the 20th of November the Franco-British Chamber, Selling to Executives and API welcomed guests to Hôtel des Arts et Métiers in the 16th arrondissement of Paris for Selling to Executives in this Digital Age. This enlightening, yearly event is hosted by three senior executives who share what it takes to win deals in the executive suite.
In the luxurious Salon Club, Catherine Le Yaouanc welcomed guests before Jacques Sciammas, President of Selling to Executives, started the presentation with an insightful explanation of what the CEO and other executives are looking for: Value. Jacques explained how top executives define value, how to prepare for a meeting with the executives and the evolving dynamics of the C-suite. Jacques’ knowledge of the modern-day C-suite allowed him to explain how to bring value to each executive you meet: For example, when pitching to the CMO (Chief Marketing Officer) it is necessary to put emphasis on ways to increase revenue through customer acquisition and retention whereas when speaking to the CFO (Chief Financial Officer), it is essential to have a plan to reduce operating costs.
Following Jacques, Marc Toillier, a Senior Advisor at ERG Europe, gave a presentation with invaluable advice on becoming a trusted advisor to C-Level executives and the sales and thought process that will win the trust of the executive and therefore the contract. He advises: Instead of saying “yes” to everything the client says, it is important to be independent and be willing to say “no”; be prepared to ask good questions and think about the big picture.
Frank Courthéoux, CEO of API France, then presented about strategic account management, showing the fascinating processes behind developing these accounts by creating a Unique Selling Proposal for each member of the C-suite. By linking the expectations, responses, key performance indicators and common action plans, it is possible to strategically target each executive with a winning proposal.
Jacques rounded off the event with a question and answer session, followed by delicious snacks, cocktails and a further opportunity for networking and discussion.
6:30 pm - 8:30 pm
L'Hôtel des Arts & Métiers
9 avenue d'Iéna 75116 PARIS
Franco-British Chamber of Commerceevents@francobritishchamber.com