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Selling to the C-Suite - Best Practices

In this webinar, Steve Bistritz co-author of the best-selling sales book Selling to the C-Suite will team up with Steve Tafaro, former Vice-President of Sales and Channel Development for Cybershift to discuss some of the best practices of selling to c-suite executives. Between them, the two presenters have a combined 75 years of successful sales experience dealing with a myriad of C-suite executives in a variety of industries.

After discussing the question of why call on senior executives, the presenters will stress the importance of implementing a consistent sales process in dealing with those executives in order to achieve maximum success.

Dr. Steve Bistritz has more than 40 years of high-tech sales and sales training experience. He is a published author and lecturer in the field of sales, sales management and selling to executives. Steve spent more than 27 years with IBM in sales, sales management and training management positions. Subsequently, while at OnTarget, he led the development of sales training programs delivered to tens of thousands of salespeople worldwide. He co-authored the book, Selling to the C- Suite, which was published by McGraw-Hill in 2010.

Steve 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.
Recorded Oct 25 2012 48 mins
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Presented by
Steve Bistritz, Selling to the C-Suite; Steve Tafaro, former VP of Sales and Channel Development for Cybershift
Presentation preview: Selling to the C-Suite - Best Practices

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  • Selling to the C-Suite - Best Practices Recorded: Oct 25 2012 48 mins
    Steve Bistritz, Selling to the C-Suite; Steve Tafaro, former VP of Sales and Channel Development for Cybershift
    In this webinar, Steve Bistritz co-author of the best-selling sales book Selling to the C-Suite will team up with Steve Tafaro, former Vice-President of Sales and Channel Development for Cybershift to discuss some of the best practices of selling to c-suite executives. Between them, the two presenters have a combined 75 years of successful sales experience dealing with a myriad of C-suite executives in a variety of industries.

    After discussing the question of why call on senior executives, the presenters will stress the importance of implementing a consistent sales process in dealing with those executives in order to achieve maximum success.

    Dr. Steve Bistritz has more than 40 years of high-tech sales and sales training experience. He is a published author and lecturer in the field of sales, sales management and selling to executives. Steve spent more than 27 years with IBM in sales, sales management and training management positions. Subsequently, while at OnTarget, he led the development of sales training programs delivered to tens of thousands of salespeople worldwide. He co-authored the book, Selling to the C- Suite, which was published by McGraw-Hill in 2010.

    Steve 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.
Webcasts for B-to-B Sales Professionals
LSI provides sales training solutions for business-to-business salespeople in two main areas:
• Selling at the Executive Level (SellXL)
• Sales Opportunity Management (SOS)
The company's website - www.sellxl.com - provides information on the sales training solutions listed above, as well as video clips, client references and testimonials.

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  • Title: Selling to the C-Suite - Best Practices
  • Live at: Oct 25 2012 1:00 pm
  • Presented by: Steve Bistritz, Selling to the C-Suite; Steve Tafaro, former VP of Sales and Channel Development for Cybershift
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