Fifteen reasons why we should sell at “C” Level

Many people, myself included, talk a lot about how to sell at C level. But there’s another equally important question. Why should we sell at C level?
In 2007 I learned a lesson that taught me why to sell at C Level. It was the most expensive lesson I’ve ever learned – I cost me €180,000 (close to A$360,000 back then).
That’s how much commission I lost because I didn’t sell at C Level. Here’s the story.
In June 2007 I moved to Paris to as a Global Account Manager to work on deals with the world’s two biggest publishing companies. (I lived in the 6th near St Sulpice, below).
At the first company I was working on a deal to buy our publishing ERP in five European countries. In the second it was a deal covering the UK, Europe and South America.
The two deals couldn’t have been more different.
Company 1
The first deal I got right. I