5 steps to building a CEO sales operations function
CEOs and Chiefs of Staff, if you build a repeatable system to drive CEO sales, you will massively derisk your company’s revenue plan. If you’re not making time to do more CEO sales, you’re slacking on your main goal in the Office of the CEO - to grow your company.
CEO sales practices include originating new deals by leveraging the CEO’s personal network. CEO sales activities also include leveraging the CEO as a closer for strategic deals. So, how do you get started?
Here are 5 steps to build the CEO sales function:
1. Clear the CEO Calendar
Remove meetings from the CEO calendar and dedicate at least 2 hours of timeblocks each week to execute CEO sales activity.
2. Scan your CEO’s Network of Contacts
Take your ideal customer profile and apply it as a filter to your CEO’s network. Leverage Sales Navigator to identify target prospects that are 1st degree or 2nd degree connections.
3. Execute Outreach Campaigns
Send personalized messages to 1st degree connections. Ask for warm introductions to 2nd degree connections. Deliver multi-message email and LinkedIn outreach campaigns to start conversations that dramatically increase deal origination.
4. Bring in the CEO to Close Big Deals
For non-CEO originated deals, when a strategic deal is nearing the finish line, put the CEO on the field to close the deal. Increase your win rate and drive topline growth.
5. Track CEO Sales in a CRM
Track the success of outreach campaigns, deal origination, and win/loss rates for CEO sales activity. Identify pain points and development areas to increase origination and close rate even more.
So, CEOs and Chiefs of Staff, there you have it. Follow these 5 steps to build the foundation of your CEO sales operations function. The more time you invest in CEO sales, the more revenue you’ll get out. It’ll pay itself out, many times over.
Subscribe to our newsletter here for more insights and actionable steps on building a high-impact CEO sales function that drives revenue growth and minimizes risk.
