Helping Your Sales Team Survive the Executive Screening Process

Speaker

Steve bistritz color
Co-Author of Selling to the C-Suite - 2nd Edition
Webinar Details
  • Date and Time
    Tue, Oct 09, 2018 at 11AM Pacific / 2PM Eastern
  • Duration
    1 Hour
  • Cost
    $0 (Free)
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    Register and we'll send you the recording after the event.
  • The "Sign in" link will NOT appear until one hour before the webinar start time.

Description

Why do executives test and screen professional salespeople?  How can your salespeople circumvent that process and develop trusted advisor level relationships with those executives?

Selling to the C-Suite is based on 10 years of empirical research with more than 500 global CXO-level executives who were asked about their relationships with professional salespeople, it revealed why some salespeople gain trusted advisor status while others get the ejector seat.

Now fully revised and updated, the second edition of the book explains how the impact of online tools and social media are revolutionizing the way executives buy, and how you can successfully sell to them.

In this webinar, your sales teams will learn why executives screen and test salespeople and how they can
  •          Circumvent the inevitable roadblocks, using proven techniques
  •          Establish credibility with C-Suite executives, thereby obtaining continued access to them
  •          Become a trusted advisor to the relevant executive for the sales opportunity

This webinar will also explore what senior executives told us about their relationships with professional salespeople, including how salespeople should align with the relevant executive to win those critical key deals.

Intended Audience
Business-to-business salespeople, sales managers and sales executives seeking to increase sales revenues in2018.

About Stephen J. Bistritz, Ed.D.

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 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

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