EcSELL Institute March 2010 Sales Management Webinar

How do you get access and sell to senior client executives? Learn how at this month's sales manager webinar - Selling to the C-Suite!

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:

• Identifying the relevant executive for the sales opportunity
• Gaining access to executives, based on what executives said was the best way to get to them
• Establishing trust and credibility with executives, in order to secure return access
• Becoming perceived as a trusted advisor
• Creating and communicating value to executives on a continual basis

This webinar will also explore what else senior executives told us about their relationships with professional salespeople, including how to align with the relevant executive to win those multi-million dollar sales you never thought possible.

Dr. Steve Bistritz, Founder and President of SellXL.com and author of the recently published book - Selling to the C-Suite

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.

Steve holds a doctorate in human resource development from Vanderbilt University, which he received in 1995, and is currently president of his own sales training and consulting firm, based in Atlanta.  Visit his website at http://www.sellxl.com/

Bill Eckstrom, Founder and President, EcSELL Institute
While a Sr. VP of Sales for a publicly traded organization, Bill found a market void in educational and developmental resources for his sales management team. As a result, he founded the EcSELL Institute. EcSELL Institute offers professional development specific to sales management. It helps sales managers stay aware of the latest trends, proven strategies, and reliable technologies as it relates to sales leadership and management. Members of the EcSELL Institute are able to make necessary adjustments in their management approach in order to optimize the productivity of their sales department and create a highly motivated sales team who regularly exceed their goals.