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Use a personal touch to close a big account

When to bring in the CEO with Henry Schuck


For bigger prospects you are trying to close at the end of a month or quarter, send them a personalized piece of content, video from the CEO or sales leader, or a bespoke sales deck. This type of content might include a recap of what they heard on previous calls and something specific about their situation, goals, targets, and your products that would benefit their needs. 

Set up a few templates and use a standard framework to make it scalable. For example, put a script in front of your CEO with ten personalized notes for 10 different clients and have him record them all in a 30-minute session. This video should send the message to the customer that they’re a high priority and will be taken care of as a customer. Personalization and executive touch helps draw out insights from the buyer that may not have been shared otherwise. It could also motivate them to solidify the partnership.


  • Opportunity open at end of month or end of quarter that meets some appropriate dollar threshold


  • Send an email containing personalized content