The first gauntlet you run when trying to meet any executive is the system of roadblocks that are put in place to preserve their calendar or diary. You must find a path through these screens and filters, and then introduce yourself in a way that will persuade the executive to grant you a meeting.  Roadblocks [...]

Identifying the relevant executive for each sales opportunity may be the best use of your time in your next sales campaign.  In my Selling at the Executive Level (SellXL) workshop  the relevant executive is defined as the executive who stands to gain the most or lose the most as a result of the application or [...]

Over the last decade, I was involved with a research project involving CXO-level executives to learn about their relationships with professional salespeople. The research was conducted in North America, Asia and Europe and involved more than 500 interviews with C-level executives. The data gave birth to our new best-selling sales book, Selling to the C-Suite, [...]

Neil Rackham’s Foreword to Selling to the C-Suite starts with some key points about this new book! Sales has grown up a lot in the last ten years and this book is good example of just how far selling has come.  When the manuscript first landed on my desk I looked at the title, Selling [...]

Identifying the relevant executive for the sales opportunity may represent the best way to spend your time in an initial approach to a sales opportunity.  In the book, Selling to the C-Suite, we clearly define the relevant executive as the executive who stands to gain the most or lose the most – as a result [...]

The last blog talked about the fact that executives want to understand the value that the salesperson delivers – particularly as a result of the implementation of a new solution.   This is true because regardless of level, executives want to validate their buying decision and confirm the value that the solution provider has delivered for [...]

Selling to the C-Suite is a new book that reveals what CXO-level executives around the world divulged about their relationships with sales professionals. Co-authored by sales veteran Stephen Bistritz, Ed.D., founder of SellXL, the book provides readers with working solutions for connecting with senior-level decision makers.

We’re pleased to announce the availability of Selling to the C-Suite as a Kindle Book.

Click here to buy your copy of Selling to the C-Suite for Kindle