Selling to the C-Suite
Speakers
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Category
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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 Steve Bistritz
Steve co-authored the best-selling sales book, Selling to the C-Suite - published by McGraw Hill. According to Neil Rackham: "This is one of the few books that demonstrates an understanding of selling in a global environment. This book is timely and essential reading."
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 sales methodologies, sales training approaches, social selling, and the cultural, behavioral, and operational changes required for corporations to excel at the sales function. 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.
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