This is the third webcast in the Selling at the Executive Level webcast series, sponsored by SellXL.
In this last of three 30-minute sessions, Dr. Steve Bistritz will discuss the importance of treating the gatekeeper as a resource and having the gatekeeper help you gain access to senior-level executives in the client organization.
Based on the business best seller Selling to the C-Suite, you'll learn:
- Why executives use roadblocks to screen and test salespeople
- Techniques you can use to circumvent and avoid the inevitable roadblocks
- How executives respond to various methods of access
- What you should avoid in the process of working with gatekeepers
Using his 40 years of working with senior-level client executives, Bistritz will share his personal experiences in working with gatekeepers and the value of treating them as a resource He'll then provide examples of what he had to do in his 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 details how to treat the gatekeeper as a resource to gain access to senior-level executives in a client organization. |
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.
