4 steps to yes from Senior Executives


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In order to become a pre-approved vendor within a large company, it is best to reach out to the senior executive heading up each division or business unit

This is how I get a “green light” and referrals:

1. Contact the executive’s support person.

2. Acknowledge that you haven’t spoken before & offer to send an executive briefing by email.

3. Call back a week later and ask to arrange a 45-minute telephone conversation, even if you’re in the same city.

4. An optimum outcome from that conversation is being sent to a member of their team. 

This is called getting a “green light” referral.

Try the approach;  challenge us.

Sales focuses on getting a yes/no answer to “are you ready to buy?” in each interaction.  Sales also assumes that if you get to the “top” or the “right person”, a deal can be done.


Major account development takes into account the fact that there are multiple stakeholders in decisions and each stakeholder group has a different view of the business challenge.

The route to multiple assignments (and a dependable revenue stream) is becoming a preferred vendor enterprise-wide. This means that any department or business unit in the enterprise can retain your firm since all required documentation as a vendor has been satisfied.


Republished with author's permission from original post.

Catherine McQuaid
Customer Discovery, Lean Sales practitioner 1. Repeatable, scalable sales processes 2. Market-tested hypotheses = data-informed decisions


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