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.

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 help your sales teams…

• Circumvent the inevitable roadblocks, using proven techniques
• Ask provocative questions that prove to executives that you have done your homework
• 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.

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