Getting to Club Never Ask a C-SUITE Exec More Than 4 Questions...?
Jan 19, 2025
Dive into the intriguing findings from analyzing over a million sales calls. Discover the puzzling debate on how many questions to ask C-suite executives. Prepare to learn how to craft context-led questions that grab the attention of high-level decision-makers. Explore the delicate balance between asking insightful questions and respecting the limited time of executives, all aimed at boosting your closing rates.
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Ideal Question Count
- Discovery calls with 11-14 questions convert best overall.
- This data is intuitive and aligns with common sales practices.
C-Suite Question Limit
- Asking over four questions to C-suite executives negatively impacts close rates.
- This data point seems to conflict with the previous insight about question count.
Engage Lower Levels First
- Don't start sales cycles with C-suite executives in mid-market or enterprise sales.
- Conduct prior discovery with lower-level staff before engaging executives.