Hunting the King of the Jungle…or..Getting the attention of the CEO


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You have your binoculars trained on the King of the Jungle.

You’ve Googled the executive you want to reach. You’ve made notes on charities and schools you have in common.

You’ve planned a concise 60-second commercial. Your business coach has helped you craft knock-’em-dead responses to the most likely questions you’ll be asked.

Now, this is the big day. You’ve pre-arranged a call for today.
The assistant picks up phone, you introduce yourself and you hear,

“Our company isn’t interested at this time”.

This is not the end of the trail.

There are 3 ways to pick up the trail again:

1. Go to the heads of each division or line of business in the corporation. Each executive has P&L (Profit & Loss) responsibilities and therefore each executive in a division or line of business can operate quite independently.

There is more than one “customer” under a brand name.

2.Remember the fable of the blind people and the elephant? Each person describes the elephant differently because each one is touching a different part of the elephant.

A corporation, like an elephant, has many parts. The trunk is very different from the tail or the ear.

Multiple points of entry improve your odds of success. Taking the time to have exploratory conversations with EACH stakeholder in the decision to retain your firm improves your ability to understand the view of the elephant from their vantage point(s).

3. The average tenure of a senior executive in a given role is about 2.5 years.

If you keep your binoculars trained on the behavior of the herd during that time, when a new leader comes aboard, patience and diligence is often rewarded.

Do you have any hunting tales to share?
Good places to buy jodpurs?
Boutique hotels where watching the herd becomes a lazy pursuit?
Twitter: @SocialMediaHub

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


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