This is the first webcast in the Selling at the Executive Level webcast series, sponsored by SellXL.
In this first of three 30-minute sessions, Dr. Steve Bistritz will discuss the results of research conducted with CXO-level executives where those executives were asked about their relationships with professional salespeople.
Based on the business best seller Selling to the C-Suite, you'll learn how CXO-level executives like to work with professional salespeople and when they say they most often get involved in the buying cycle for major purchases.
This session focuses on some of the key questions posed to executives in those surveys, including:
- When do executives get involved in the buying process for major purchases?
- What has to happen in meetings with salespeople for the executive to feel it was effective?
- How do salespeople become perceived as trusted advisors to senior executives?
Using his 40 years of working with senior-level client executives, Bistritz will share his personal experiences in dealing with senior-level executives and provide examples of how to become perceived as their trusted advisor.
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 explores how senior executives like to work with professional salespeople and how they can become perceived as trusted advisors. |
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.
