What is SellXL?

SellXL is a practical, high-energy, one-
day workshop that helps professional
salespeople establish, main...
Based on rigorous research on
Selling at the Executive Level
 Hewlett-Packard | Kenan Flagler Business School, UNC
  Georg...
What are some of the Challenges
 Your Salespeople Face When
    Calling on Executives?




  http://www.wcremembered.co.uk...
Could one of them be…

Targeting the
Right Executive?
For the biggest sales opportunity
in their key accounts, do your
salespeople know the Relevant
Executive™? Do they even kn...
Typical Organization Chart

                                                    CEO


                                    ...
Informal Power vs. Formal Power
         Which is most powerful?

People with informal power typically possess that
power ...
Gaining Access



             The Gentry Initiative
Four Approaches to Gaining Access
     Assuming your client was considering a major purchase, how likely
     would they b...
How Effective Are Your
Salespeople at Address Roadblocks?




Do they know the causes of roadblocks they face? Do
 they kn...
Establish Your
Credibility

                 The Gentry Initiative
Components of Credibility




Integrity




                                           Capability

            Adapted fro...
Components of Credibility



                                                            Trusted Advisor
                ...
Different Perspectives



 Executive




Management




Operations
Different Perspectives



 Executive Other Uses
            of Funds                 Company Wide View




               ...
Learning About Your Clients


                                                  Client
                                   ...
When calling on
Executives, do your
salespeople know the Four
Major Objectives of an
Initial Face-to-Face Call?


        ...
Create
Your Value

             The Gentry Initiative
Perception of Value


Q               When your client formed a strategic “partnership” with your
                company,...
Creating a Value Proposition




You, Your      Your       Client’s
Company      Specific     Breakthrough
and Your     Bu...
We can give you the tools…it’s up to you to use them!
    For more information, or to schedule an onsite SellXL
workshop f...
Sell Xl @ A Glance
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Sell Xl @ A Glance

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SellXL™ – a practical, high-energy, one-day workshop that helps professional salespeople better establish, maintain and leverage relationships at the executive level.

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Transcript of "Sell Xl @ A Glance"

  1. 1. What is SellXL? SellXL is a practical, high-energy, one- day workshop that helps professional salespeople establish, maintain and leverage relationships at the executive level. The Gentry Initiative
  2. 2. Based on rigorous research on Selling at the Executive Level Hewlett-Packard | Kenan Flagler Business School, UNC Georgia State University | Target Marketing Systems  When and why do executives get involved in the decision process for major purchases?  What has to happen in meetings with salespeople for the executive to feel it was effective?  How do salespeople establish trust and credibility at the executive level, thereby securing return access?  What are executives looking for in “strategic relationships” with suppliers? Selling to Senior Executives: Part 1. Stephen J. Bistritz, Ed.D. Journal of Selling and Major Account Management. Volume 4, No. 2, Winter, 2001. The Sales Research Trust Limited. Southampton, United Kingdom.
  3. 3. What are some of the Challenges Your Salespeople Face When Calling on Executives? http://www.wcremembered.co.uk/63_p12.html The Gentry Initiative
  4. 4. Could one of them be… Targeting the Right Executive?
  5. 5. For the biggest sales opportunity in their key accounts, do your salespeople know the Relevant Executive™? Do they even know how to define the Relevant Executive™? The Gentry Initiative
  6. 6. Typical Organization Chart CEO Stephen Markup COO CIO CFO Joseph Anne Marie Benjamin Harris Lawson Wu Dir. Sales & Dir. Dir. Corporate Dir. Customer IT Director Controller Marketing Manufacturing Strategy Service Sarah José Susan Dave John Nancy Lit Compo Langston Powers Lee Wallet Formal  Who has the formal power for a decision on a new IT and solution? Informal  Who has the informal power? Power  It may not be who you think it is. . . The Gentry Initiative
  7. 7. Informal Power vs. Formal Power Which is most powerful? People with informal power typically possess that power because of their …  Previous or current relationships  Reputation for past or current performance  Control of key resources  Subject matter expertise Remember informal power always trumps formal power! The Gentry Initiative
  8. 8. Gaining Access The Gentry Initiative
  9. 9. Four Approaches to Gaining Access Assuming your client was considering a major purchase, how likely would they be to schedule a meeting with your salesperson if the request came from…? Overt Sponsor Referral Gatekeeper Implement an Use a credible Use a referral Treat the overt approach sponsor within (someone outside gatekeeper via the the client’s the client’s (AA, secretary or telephone or organization to organization), suc the like) as a using a phone help secure h as a resource and use call, preceded by access consultant, busin them to help a letter ess associate or secure access friend The Gentry Initiative
  10. 10. How Effective Are Your Salespeople at Address Roadblocks? Do they know the causes of roadblocks they face? Do they know the wrong approach could be one of them? Do they know what techniques can be implemented to better address or circumvent them?
  11. 11. Establish Your Credibility The Gentry Initiative
  12. 12. Components of Credibility Integrity Capability Adapted from: Clients for Life. Jagdish Sheth and Andrew Sobel. Simon and Schuster, 2000.
  13. 13. Components of Credibility  Trusted Advisor  Reliable  Collaborative Relationship  Trustworthy  Consistent Client Value Zone Integrity  Extra Pair of Hands  Expert for Hire Capability Adapted from: Clients for Life. Jagdish Sheth and Andrew Sobel. Simon and Schuster, 2000.
  14. 14. Different Perspectives Executive Management Operations
  15. 15. Different Perspectives Executive Other Uses of Funds Company Wide View Solution Department/Function Management Fit View Price/ Project Operations Discounts View The Gentry Initiative
  16. 16. Learning About Your Clients Client Executive Your Client’s Competitors Your Client’s Customers Your Client’s Company Your Client’s Industry Adapted from: Clients for Life. Jagdish Sheth and Andrew Sobel. Simon and Schuster, 2000.
  17. 17. When calling on Executives, do your salespeople know the Four Major Objectives of an Initial Face-to-Face Call? The Gentry Initiative
  18. 18. Create Your Value The Gentry Initiative
  19. 19. Perception of Value Q When your client formed a strategic “partnership” with your company, what benefits did they expect and what did you actually deliver? A Expected Benefit Loyalty Gap 63% Value Received 47% Responses 37% 33% 32% 28% 28% 23% 11% 11% 6% 6% Integrated Commitment Deeper Gain Sharing Reduce Lead Information of Dedicated Insight into Competitive Price/Cost Time for Product Systems Personnel Product Plans Advantage Risks Development The Gentry Initiative
  20. 20. Creating a Value Proposition You, Your Your Client’s Company Specific Breakthrough and Your Business Initiative Solution Value The Gentry Initiative
  21. 21. We can give you the tools…it’s up to you to use them! For more information, or to schedule an onsite SellXL workshop for your sales team, call The Gentry Initiative at 267- 210-0080 or visit us at www.TGInow.com

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