Selling to the C-Suite
Speakers
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Date and TimeThu, Aug 11, 2016 at 10AM Pacific / 1PM Eastern
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Duration1 Hour
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Cost$0 (Free)
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Description
It's the goal of every salesperson: getting access to senior client executives – the C-Level decision makers responsible for approving top-dollar deals. Leaders at the highest corporate levels don’t always avoid sales pitches; in fact, they often welcome them, provided the salesperson approaches them the right way. But how?Based on research with CXO-level executives in each global region, who were asked about their relationships with professional salespeople, and the business best seller by the same title, this webinar will explore how to:
- Identify and align with the relevant executive for the sales opportunity
- Gain access to C-suite executives, based on what executives said was the best way to get to them
- Establish trust and credibility with executives, in order to secure return access
- Become perceived as a trusted advisor
- Create and communicate value to executives with a compelling value proposition
This webinar also explores what senior executives told us about their relationships with professional salespeople and how to identify and align with the relevant executive to win those multi-million dollar sales you never thought possible.
Who should attend: B2B salespeople, sales managers and sales executives interested in learning more about selling to C-level executives.
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 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
About Dave Stein
Dave Stein has worked as a sales representative, sales manager, Director of Worldwide Sales Development, VP of Sales, VP of International Operations, VP of Client Services, sales strategist, and consultant. His hands-on work with businesses ranging from start-ups to the Global 100 provides him with a unique and pragmatic view of and significant experience in sales methodologies, sales training approaches, social selling, sales hiring, and winning critical sales opportunities. Dave’s first book, How Winners Sell, was a highly-acclaimed commercial success, and he is considered an expert by Sales & Marketing Management, Fast Company, the New York Times, BusinessWeek, Inc., Fortune, the Wall Street Journal, Harvard Business Review, and Forbes.
His new book, Beyond the Sales Process: 12 Proven Strategies for a Customer-Driven World is available on Amazon and other online booksellers.
Visit BeyondTheSalesProcess.com
