Selling at the Executive Level - Outside Sales Talk with Steve Bistritz
Steve Bistritz is the creator of SellXL, the leading research-based sales training solution for salespeople selling to C-Suite executives. He has over 40 years of high-tech sales and sales training experience and recently co-authored the 2nd edition of the bestselling sales book, “Selling to the C-Suite”.
In this episode, Steve explains the main differences between selling at the executive level and at other levels and shares the best way to get a face-to-face meeting with executives.
Here are some topics covered in this episode:
What you should do before even attempting to get a meeting with an executive
How you can identify the right executive within a company to target
What you need to do to be perceived as a trusted advisor by a senior executive
Go-to methods for creating compelling value propositions that drive your client to action