Senior-level executives are concerned with senior-level thinking, senior-level ideas and senior-level issues. Key among them are issues of profitability, productivity, morale, customer loyalty, employee loyalty, company brand, company image, communication with both internal and external customers, and the day-to-day resolution of company problems. The higher the executive and the bigger the company, the higher the altitude of the view. Many senior-level executives focus on shareholder value — the single biggest waste of time in our economy. If you approach the CEO with any of the above issues, AND you have valuable information pertaining to those issues, they will listen. If they consider the information extremely valuable, they will take action.
Jeffrey Gitomer, author of The Little Red Book of Selling, The Sales Bible, and Customer Satisfaction is Worthless, Customer Loyalty is Priceless. President of Charlotte-based Buy Gitomer, he gives seminars, runs annual sales meetings, and conducts internet training programs on selling and customer service at www.trainone.com. He can be reached at 704/333-1112 or e-mail to email@example.com c 2004 All Rights Reserved – Don’t even think about reproducing this document without written permission from Jeffrey H. Gitomer and Buy Gitomer 704/333-1112