This is the second webcast in the Selling at the Executive Level webcast series, sponsored by SellXL.
In this second of three 30-minute sessions, Dr. Steve Bistritz will discuss the importance of identifying the relevant executive for the sales opportunity and how to then align with that executive to help you close those significant deals!
Based on the business best seller Selling to the C-Suite, you'll learn:
- How to identify the most powerful person in the client organization
- How to align with that executive
- How to get that executive to sell for you
Using his 40 years of workling with senior-level client executives, Bistritz will share his personal experiences in identifying the relevant executive for the sales opportunity - the executive who stands to gain the most or lose the most as a result of the application or project associated with your sales opportunity. He'll then provide examples of what should be done in sales campaigns to align with those executives.
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.
| Read this short article which highlights how to find and align with the relevant executive for a given sales opportunity, so you can increase your close rate. |
About Steve 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. 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 and founder of SellXL - a sales training and consulting firm based in Atlanta. He has also co-authored the recently published book, Selling to the C-Suite. Visit his website at www.sellxl.com.
