Helping Your Sales Team Survive the Executive Screening Process

Speaker

Steve bistritz color
Co-Author of Selling to the C-Suite - 2nd Edition
Webinar Recording Details
  • Date and Time
    Wed, May 05, 2021 at 11AM Pacific / 2PM Eastern
  • Duration
    1 Hour
  • Cost
    $0 (Free)
  • Want Access?
    Register to view the recording.

Description

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

My book, 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 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.

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

You will learn how to…
  • Circumvent the inevitable roadblocks, using proven techniques
  • Establish credibility with C-Suite executives, thereby obtaining continued access to them 
  • Become trusted advisors to the relevant executives for sales opportunities

Intended Audience
Business-to-business sales managers and sales executives seeking to help their sales teams become trusted advisors or client executives, thereby increasing sales revenues.

About Stephen J. Bistritz, Ed.D.

Stephen J. Bistritz, Ed.D. 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 has led numerous studies during his career, directed specifically at CXO-level executives, where they were asked about their roles in the decision process for major purchases, as well as their relationships with professional salespeople. Steve’s book, Selling to the C-Suite, is now in its second edition.  

Steve started SellXL.com in 2002 - visit his website at www.sellxl.com

Recording

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Handouts

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