How many sales are lost to the competition because they got to the real decision-maker first? How many sales stall because salespeople get stuck with individuals who ‘recommend’ but cannot ‘decide’? Probably more times than salespeople or their sales managers’ like to admit! 

How do you get to the person who has the ultimate veto power over the decision to buy what you sell? That’s exactly what you’ll learn from Wall Street Journal, Best Selling author and creator of Selling to VITO, the Very Important Top Officer! 

Join Tony Parinello and Director of Sales Enablement at Bigtincan, Beverlie Heyman, as they discuss Tony’s proven, practical, tactical steps to get appointments and sell to VITO…the ultimate decision-maker!

Tony is a Wall Street Journal best-selling author and creator of Selling Across America; the first and only AM radio talk-show dedicated to salespeople and the art of selling. He is the Marketing and Sales Expert on Entrepreneur.com, a site that is visited by more than 6 million unique visitors each and every month. Tony hosted the Entrepreneur Sales and Marketing Show and was a pioneer in the early days of internet broadcasting.

Tony has written nine powerful, practical, and tactical books on the topic of selling including: Getting to VITO, Stop Cold Calling Forever, Getting the Second Appointment, Think and Sell Like a CEO, The Complete Idiot’s Guide to Dynamic Selling and his massively popular Selling to VITO™, the Very Important Top Officer which has sold over one million copies and is currently in its third edition and has been recognized as one of the top 50 sales books ever written.
 

Beverlie works collaboratively with company leadership, marketing, sales and other teams to ensure that the customer facing teams are embracing best practices. Work on training programs and coaching initiatives to help increase sales rep effectiveness and productivity. Programs include new hire onboarding, reinforcement training, sales processes and tools to ensure the reps are focused on best practices. Work with sales reps to coach them through their sales opportunities. Collaborating with customers on their sales enablement initiatives to help them best leverage the Bigtincan solutions.