More buying decisions are being escalated to senior management, according to the sales training provider Imparta. It's created a new course, Selling to the C-suite. It fills a growing skills gap as more sales professionals find decision-making cycles lengthening and moving beyond their existing customer contacts.
Marta Pacheco from Imparta and Patrick Joiner from ISP join Learning News to discuss how buying patterns are changing their new course.
More information on the course is available from Imparta: Business acumen and selling to the C-suite.
On 7 October Imparta and ISP are running a webinar for sales teams and L&D professionals who want to learn more about buying patterns involving senior exectutives and about the new Selling to the C-suite programme. Webinar link: Selling to the C-suite: Critical skills for senior salespeople.