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 the business best seller by the same title, this webinar will explore:
- How to gain access to senior-level client executives
- Building and retaining value at the executive level
- Establishing trust and credibility, to guarantee return access
- Leveraging relationships with senior-level executives
- Creating and communicating value among executive clients
- Multi-cultural selling at the executive level.
The relevant client executive is defined as the executive who stands to gain the most or lose the most as a result of the application or project associated with the sales opportunity.
This webinar explores what senior executives told us about their relationships with professional salespeople and how to align with the relevant executive to win those multi-million dollar sales you never thought possible.
Intended Audience and Level of Understanding:
This seminar is intended for business-to-business salespeople, sales managers and sales executives who are serious about selling to the executive suite.
About Steve Bistritz, Ed.D. & Nicholas A.C. Read
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. Bistritz 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 worldwide.
Bistritz holds a doctorate in human resource development from Vanderbilt University, which he received in 1995, and is currently president of his own sales training and consulting firm, based in Atlanta. Visit his website at www.sellxl.com.
Nicholas A.C. Read is president of SalesLabs, which helps companies drive predictable and repeatable revenue growth through the application of improved process, measurement, and skills. In 2005, he was awarded Winner of the Best Sales Trainer category in the International Business Awards, an annual awards show that has been dubbed “the business world’s own Oscars” by the New York Post. He splits his time between North America, Asia, and Europe. Visit his website at www.saleslabs.com.
