Question: What are the ‘Windows of opportunity’ as it relates to calling on the C-suite?
Answer: For your TOP Line Accounts™ (i.e. largest prospect or most important customers worth at least 2x your average customer or deal size), once the win celebration is over, the focus on expansion should begin.
Answer: For your TOP Line Accounts™ (i.e. largest prospect or most important customers worth at least 2x your average customer or deal size), once the win celebration is over, the focus on expansion should begin. There’s a window of opportunity right after contract signature and implementation where a lot can get accomplished. Many people miss this brief but critical opening.
Executives are interested in the very beginning stages of a project (i.e. deciding if the project will move their company agenda forward) and the end stages where they are assessing their return on investment. If you haven’t accessed the executive on the front end, don’t miss the window of opportunity on the back end of the sales process.
For example, C-Suite executives want to ensure an ROI on any big investment and will be very receptive to meeting you. This allows them a chance to learn about the planned impact of your product or service, and how they can receive timely reports on progress.
Accessing a key executive is an important component of setting yourself up for future business. Seizing this window of receptivity post-contract is a smart move.
Another example of a critical item in the post-sales cycle is taking the time to do a retrospective meeting with your primary contact prior to implementation. It’s often too late after everyone gets busy with implementation and any small bump in the road can derail your ability to learn from the sales process.
Seize the window of opportunity and you'll ring the bell more often as you see success with TOP Line Accounts™.