new executives

a tip for selling to businesses

New executives joining companies create tremendous sales opportunities within their functional areas. A new executive hire is a threat to current product and service providers, and an opportunity for new providers. Typically, the new executive is excited about making changes and the company is prepared to support the new spending for those changes.

For example, a new Vice President of Sales may be very receptive to new sales training program ideas. Or, a new Human Resource Director may plan to start outsourcing certain recruiting functions. A company normally does not invest the time and energy in hiring a new executive without also making a commitment and/ or having the desire for that functional area to grow and expand. This means budget dollars will be allocated to the functional area, and subsequently invested through purchases (translating into sales for some).

New executive hires are defined as an executive who’s new to the company. A person promoted from within the company to a new executive role does not necessarily create as many new sales opportunities.

Companies often announce new executive hires with a press release, in local newspapers (usually the business section - often on Mondays in the larger metropolitan cities), on city or region websites (see tip #15), and in trade publications.

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