Right before pitching, we focus on developing deeper rapport with C-suite executives through being more invested in researching the current technical landscape of their company and its pain points. We thereby show them that the value propositions we speak of align directly with their strategic goals, further demonstrating an understanding of the pain they are trying to alleviate. Moreover, we come in as collaboration-minded focused on long-term partnerships rather than a point-sale game; we sell the ability to be trusted advisors in leading them to where they need to be.

To establish rapport with C-suite executives before the pitch, I begin by thoroughly researching their business priorities and recent challenges. I customize my introduction to show I understand their goals, using relevant insights to align our solution with their strategic objectives. I keep my tone professional yet approachable, offering to address specific questions they might have right from the start. By demonstrating respect for their time and showing I’ve done my homework, I can build a connection that sets the tone for a productive conversation.

1. Deep Research This has been my go-to mantra with which I find their history, affiliations, behavioral patterns, buying processes, likes and dislikes, leakages in business, motivations, etc. 2. Building their detailed ICP before the pitch. Because you can always sell a chair to someone whose seat is burning. 3. Tonality and Questioning I talk about all the things that help establish familiarity, for example: "I understand your Focus on ROI, and I hope that's why I'm here to discuss the same?" Tip: Get the max nos. of. YES from them. This kind of tone makes them believe YOU are the authority. Plus there's an internal relief, that they are on the right call with experts who know their pain points/preferences/yet want to listen.

Spend time understanding the business, challenges, and specific goals of the company and the executive in question. Demonstrating prior knowledge about their business shows respect and genuine interest.

To establish strong rapport with C-suite executives before pitching IT sales, begin by thoroughly researching each executive’s background, priorities, and challenges within their industry. Tailor your approach to reflect their specific interests, highlighting how your solution can directly address their unique pain points. Engage in thoughtful pre-meeting communication by sharing relevant articles, industry insights, or case studies that align with their goals. Additionally, leveraging mutual connections for introductions or endorsements can help create trust and familiarity, making your pitch more likely to resonate with them. This approach fosters credibility and sets the stage for a productive conversation.