Using a Senior Executive to Engage Aligning your senior executive team with their peers within the customer’s organization is good practice. One of the secrets to the success of organizations like Salesforce.com is their ability to engage senior executives on a consistent basis. However, Sellers frequently wait too long to begin this process and all too often they only ask their senior execs to engage when they feel like they are on the back foot. Elite Sellers engage their senior execs at the earliest point, which can even be before the first meeting.
