How to Get to the C-Suite Without Burning Your Existing Relationships (Ask Jeb)

This is the Sales Gravy Podcast. Hi. I'm Jeb Blunt, best selling author of fanatical prospecting, objections, sales EQ, and inked, and I'm here to help you open more doors, close bigger deals, and rock your commission check. Welcome back to the Sales Gravy Podcast. It's wisdom Wednesday where you drive the agenda because on this segment of the Sales Gravy Podcast, you bring your biggest sales challenges, and Jeb Blunt delivers his best answers. Those answers, they come straight from the trenches because Jeb is not just teaching sales. He's out there prospecting, closing, and leading sales teams every single day. Let's take that next caller. Alright, Tim. Who do we got up next on the show? Well, Jeb, next up, we have Jeremiah Wren, and he is from Searcy, Arkansas. Alright. Let's bring on Jeremiah. Jeremiah, how are you doing? Searcy, Arkansas the home of the toad sup days? Is that the right city or is there a different city? Conway, Arkansas. Conway, yeah. Is, Searcy has, like, Harding University there. Yeah. They were like the, like, g two or d three national champs, couple years back for football. So that's our claim to fame right now. Yes. Searcy used to be my old territory. When I was a sales manager in the Mid South, I had East Tennessee, part of Mississippi, all of Arkansas, a little bit of Missouri, a little bit of Texas, and a little bit of Oklahoma. We would run through Searcy often but it's Conway because Conway's up the interstate from Searcy. Right? Yep. Toads suck days. Yeah. Tell me what's going on in your world, Jeremiah. Yeah, Jeb. So, our organization is starting to focus more on, like, big picture conversations and sales discovery that's targeting, like, c level positions, higher level, executives and things. As an account manager myself, you know, I have a responsibility and a want to grow my accounts in a way that's, like, in line with the business and the the vision that that our business have. Most of the people that I speak with on a a day to day basis are not c level positions. They're they're much lower purchasers than that. But I want to be able to have the the conversations, you know, the quarterly business reviews and and and discussions and things with the people that we're looking to target. So my question here is how can I essentially get into a conversation with those higher level individuals, those c level positions without tarnishing the relationship that I have with the existing purchaser because we still want to retain that business but also move up as well? So what what does that look like and where should the focus be there? First of all, congratulations because it is an honor to meet an account manager that wants to actually grow their accounts. Because if you think about the growth formula, it's land new accounts, it's expand the ones you have and retain …