Everyone knows that gaining access to executives is often critical to success in B2B sales.  However, suppose your sales teams are not gaining access to the right executives in the client organization!  If your sales teams are not focused on identifying the relevant executive for the sales opportunity, they may be at a competitive disadvantage.
 
Senior client executives seek a customer-focused value proposition that describes your differentiated value.  That will then create a sense of urgency that propels them to take action to embrace your solution.
                             
Join Steve Bistritz, author of the best-selling sales book, Selling to the C-Suite, as he explains how to:
 

• Identify the relevant executive for your sales opportunity in the client organization
• Determine how to become perceived as a trusted advisor to the executive, so as to get the executive to become your "inside" salesperson
• Describe and communicate your value to the relevant executive, creating a sense of urgency for them to take action 

Dr. Steve Bistritz has more than 40 years of high-tech sales, sales management and training management experience. He is a published author and lecturer in the field of sales, sales management and selling to executives. Steve spent more than 27 years with IBM in sales and training-related positions. He then worked for a sales training company where he led the development of sales training programs which were delivered to tens of thousands of salespeople and account managers worldwide.

Steve holds a doctorate in human resource development from Vanderbilt University and is currently president of his own sales training and consulting firm, based in Atlanta. Visit his website at www.sellxl.com