Selling into key accounts has become increasingly difficult as the number of competitors, along with their solutions, have increased exponentially. Steve Bistritz and Nic Read are two of the industry’s foremost thought leaders with ongoing research on how b2b salespeople can engage better with executive buyers.

This webinar will highlight Chapter 4 of the best-selling sales book, Selling to the C-Suite: How to Find the Relevant Executive. The content is derived from extensive empirical research conducted with global CXO-level executives regarding their interactions with professional salespeople. The findings explain why certain sales professionals achieve trusted advisor status, while others are summarily dismissed.

In this webinar, your sales teams will learn why executives screen and test salespeople and how they can…

• Identify and align with the relevant executive for the sales opportunity
• Gain access to those executives, using proven ideas and techniques
• Establish credibility with C-Suite executives, thereby obtaining continued access
• Become a trusted advisor to the relevant executive for the sales opportunity

Intended Audience
Business-to-business salespeople, sales managers and sales executives, focused on large opportunities in key accounts.

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

Nic enjoyed a successful sales, management and research career in advertising, communications hardware, financial services, analytics software and sales performance in Asia-Pacific and EMEA. He was Executive Director for Ernst & Young's revenue growth practice, which he later acquired in a management buyout and rebranded as SalesLabs.
 
Nic has been a Visiting Professor teaching operations strategy and business negotiations to International MBA and Masters students in China, Russia and the UK. He co-authored the chart-topping Selling to the C-Suite (McGraw-Hill, 2009, 2019), wrote Target Opportunity Selling (ibid, 2014) and is now editing the Encyclopedia of Professional Selling and Sales Management (Edward Elgar, 2027).