Focus on Corporate Governance Requires a Business-Oriented Selling Approach
Dave Stein - November 25, 2002

Prepare To Sell At The Board Level

Today, more than ever before, if you are selling products or services that are critical to your prospect’s success or for that matter, their very survival, your proposal will likely be elevated to the board of directors level for final approval. Why is that? Government, shareholder and press focus on corporate governance has put boards on notice that they are being held accountable for their oversight responsibilities. Those often include investments in strategic technology. And those boards are listening...