ProDirect recently completed the launch of its new program, D-Suite Selling™. "It wasn't so much a launch as it was a much needed adjustment to our C-suite selling approach." says Bill Walton, President of ProDirect. "We were finding that our clients were getting to the C-suite, only to have shallow conversations and no real downward influence in organizations. The best documented successes though were coming from the connections to those we now call "Accountable Executives": those in the "D-suite" (Directors, VPs, Franchise Heads) that possess a combination of title, political clout, and an internal network that allows them to initiate projects, and mitigate the competing uses of funds in their own organization to get the right things done. These individuals are politically connected and have a high achievement motor. To be successful, salespeople must find these individuals by mapping their accounts and aligning to the 5-6 center-of-plate issues these key contacts face. They need show up prepared with ideas on how to move the accountable executive’s business forward. Nothing else will matter.