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Selling to the C-Suite

Selling to the C-Suite

“Don’t invite me for coffee,” bellows Jeffrey Hayzlett, global business celebrity and primetime television show host on Bloomberg Television. “I don’t drink coffee.”Mr. Hayzlett, drawing on his years in the C-Suite as the former CMO of Eastman Kodak, says that people don’t do their homework when selling to C-level executives. “Why would I want to have coffee? For what purpose?”Know your Audience/Do Your Homework“It’s obvious in the first five minutes if a vendor is unprepared, Hayzlett discloses. “I can hear it in the chitchat. Don’t talk about the weather or traffic. Don’t waste my time.”Preparation includes presentation materials. Hayzlett recalled a company who was selling marketin

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