Selling To Executives

Selling to executives is the goal of every salesperson. Gaining access to senior client executives, the people who make the final decision, should be a part every sales organization's strategy.

In this audio interview, I interview Steve Bistritz, the author of the recently published, "Selling To The C-Suite. In this interview, Steve shares insight into:

• Gaining access to executives
• Establishing trust and credibility
• Leveraging executive relationships
• Creating value at the executive level

Gaining high level access does not need to be a mystery.

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. Steve 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. Steve co-authored the book, Selling to the C- Suite, which was published by McGraw-Hill in 2009.

He holds a doctorate in human resource development from Vanderbilt University and is currently president of his own sales training and consulting firm, based in Atlanta. Visit his website at www.sellxl.com.

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