Establish an authentic and influential link with corporate decision-makers

In business development, identifying and exploiting growth opportunities is often based on transforming customs and habits within customer organizations. This requires a strategic approach to interacting effectively with high-level decision-makers (“C-Level”).
This sales training course, focused on interaction with senior executives, provides the keys to understanding their priorities, their operations and their strategic expectations. Our approach is pragmatic, focusing on the individual behind each C-Level. The aim is to strengthen your assertiveness and confidence, so that you can establish a relationship of trust with senior executives, and sell them your ideas and solutions more effectively.
Strategic Sales: Understanding and Convincing Executive Leaders” also aims to develop active listening skills, the ability to engage in meaningful dialogue and inspire confidence by demonstrating an in-depth understanding of each leader's specific challenges and needs.

Is it for you ?

Key account managers, practice managers, senior consultants, development managers, sales managers, and more generally anyone who needs to meet and initiate a relationship with a general management profile (PR, HR, strategic partnerships, etc.).

Prerequisites

Mastery of sales techniques and high-level sales experience.

What You'll Walk Away With

✓ Understand C-level expectations, constraints, and decision-making processes
✓ Adapt posture and messaging to capture attention and build executive credibility
✓ Prepare targeted approaches aligned with strategic business challenges
✓ Structure high-value conversations using executive-level language
✓ Practice through realistic simulations with feedback to improve sales impact

Training content

1 Preparing for the adventure!

Performance of the Atman cognitive aptitude test, recognized by the scientific community as the best predictor of performance. It helps you achieve a better job fit by measuring numerical, deductive, verbal, analogical and orientational abilities.
Debriefing with the trainer-coach, presentation of the test results to highlight the participant's natural talents.

2 Workshop #1 The importance of accessing C-LEVELS

Accessing the C-LEVEL
The posture of a C-LEVEL
Time for a C-LEVEL

3 Approaching and engaging a C-LEVEL

Different approaches
The C-LEVEL life cycle: an increasingly short timeframe
C-LEVEL concerns
The time scale
The importance of long-term relationships

4 Workshop #2 Mastering the sales approach:

Mistakes to avoid
Company-specific preparation
Know-how, interpersonal skills, structure of the exchange
Predisposition & natural talents
Understanding and speaking the language of C-levels
C-LEVEL interview simulation : 30 min simulation & 30 min feedback.

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Keep in Mind

Atman psychometric test (45 minutes), Individual debriefing (30 minutes), 2 workshops (4h), C-level interview (1h)

📌 Practical information

Our training sessions are offered in Montreal or Quebec City, in person or in a virtual classroom. Dates and locations are specified when you select your session below. If you have any questions, check out our FAQ.