Selling in the executive dialect

B2B Sales

Learn how to source and accelerate revenue
using the financial language of the C-Suite

It's time to change the conversation.

We have all been told to sell to the C-suite, but few of us were taught HOW to execute this in the way that resonates with executives. The C-suite is always in the market for business guidance and ideas that optimize shareholder/business results, and we must sell in this context.

Kensei has taught over 16,000 sales people—and the roles that directly and indirectly support them—across 33 countries, how to speak the language of the C-level, in the business dialect, and guide due diligence as objectively as a neutral third-party.

The Three Pillars of Sales Execution

Kensei is a globally-focused B2B Sales training and consulting firm that specializes in closing the three most prevalent execution gaps that limit profitable revenue acquisition and sales’ professional legitimacy.
B2B Sales is a
Financial Profession

We are measured and paid based on one critical financial KPI: Revenue.If we are not successfully selling the net cash flows that our assets create relative to the relevant value drivers, we are just harvesting demand vs. creating revenue.

B2B Sales is a
Linguistic Profession

Language is our primary control path in B2B Sales and how we speak either illuminates or betrays our competencies. Speaking in a relevant business dialect is essential to engaging, guiding, and persuading executives to make meaningful investments in our business assets.

B2B Sales is
Program Management

No one cares about your sales process, but they absolutely care about the scope, stakeholder time and effort, the work breakdown structure and critical path required for successful due diligence. We must guide as if we were a paid third party or risk the mushroom management that is reserved for vendors.

Next-level B2B sales.

"Eric just really teaches beautifully how to have an outcome-based conversation that supports a C-level exec to make a very difficult decision and make it with data."

Nancy Martin,
Sales Performance Consultant, SAP America

Learn more about Kensei.

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Our Clients

Kensei Partners has partnered with some of the world's
largest sales organizations.

Additional Resources

Learn more about how speaking the language of the C-Suite can dramatically change your rate of success.
Pattern Recognition: The Silent Killer of Sales Execution

I know, you have been saying that for years, right?  Wait, what?  OK, let’s start with a little science. In cognitive neuroscience pattern recognition describes a cognitive process that matches information from a stimulus with information retrieved from memory. Read more »

The Year of Selling Financially

I highly recommend this brief WSJ piece as it provides a poignant reminder to finally address, what is for most, a fundamental flaw in our professional execution. Read more »

Would Death of a Salesman ever have been written if...

I can't help but wonder, would Death of a Salesman ever have been written...or GlenGarry Glen Ross, Boiler Room, Wolf of Wall Street, Tommy Boy, <insert your favorite here> etc. ever have been filmed if our profession was governed by the same professional rules, principles, standards, guidelines and oversight as other mission critical financial professions? Read more »

It is Time for Sales to Adapt

While COVID-19 is novel, this economic situation is not. For better or for worse, history does not repeat, but it often rhymes. Read more »

"It's the Sales model, stupid!"​*

Few things on earth can expose the subjectivity and fragility of sales pipelines and models, on such a global scale, like COVID-19 is doing right now.  Read more »

The 3 Things that B2B Sales must

Relieving companies of their capital (i.e. B2B Selling) is hard enough under the most normal of circumstances, let alone during a global pandemic. Read more »


Some quick thoughts on 2020…and some for 2021.  First, a heartfelt thank you to everyone with whom I worked in 2020…the forced shift in March from in-person to virtual engagements, after 10 years of extensive global travel, mercifully went from “what are we going to do?” to “will this work?” to relief, all within about six weeks, when we all started to realize that we could shift to Zoom, Teams, etc. with minimal impact on engagement quantity or quality. Read more »