Leaders at the highest corporate levels don’t always avoid sales pitches—in fact, research shows that executives welcome them- provided the salesperson approaches them in the right way.
What is the correct way to approach a senior-level sales pitch?
Please join presenter Dr. Steve Bistritz, co-author of Selling to the C-Suite and President of SellXL, as he brings to life over 10 years of research revealing what C-Suite leaders in 500 diverse companies and government bodies said about their relationships with professional salespeople. This ground breaking research has been presented to thousands of salespeople at the SellXL workshop and in other venues, and has been used by sales professionals around the world to help close top dollar deals.
Selling at the Executive Level (SellXL) is a one-day sales training workshop for professional salespeople that helps them create, maintain and leverage relationships with senior client executives.
Sales Opportunity Snapshot (SOS) is a one-day sales training workshop for professional salespeople that helps them do a better job of managing their sales opportunities. Complete with a software tool, it enables salespeople to develop a three-page Opportunity Plan for the key sales opportunities they are pursuing.
Selling at the Executive Level (SellXL) is a one-day sales training workshop for professional salespeople that helps them create, maintain and leverage relationships with senior client executives.
Sales Opportunity Snapshot (SOS) is a one-day sales training workshop for professional salespeople that helps them do a better job of managing their sales opportunities. Complete with a software tool, it enables salespeople to develop a three-page Opportunity Plan for the key sales opportunities they are pursuing.
Most managers or upper level executives have little training in how to properly delegate responsibilities to others. Follow these 9 steps and change how your organization performs.
Learn more about our management coaching program. https://www.growthsourcecoaching.com/management-mastery.html
Different services offered by management consultancy firmsnajibsayegh1
Gulf Resources is one of the leading Management Consultancy Firms in Dubai and specialize in helping business from different industries in establishing a successful venture anywhere in the UAE.
Professional Overview: Lynn Hunsaker - ClearActionClearAction
Pictorial resume / bio of Lynn Hunsaker, Customer Experience Transformation Strategist at ClearAction, CEO at Marketing Operations Partners, and co-founder of Marketing Future Forum.
See http://ClearActionCX.com
http://MOpartners.com
A new management model for a consulting firmcradenborg
This thesis is the result of my graduation as Master in IT Management and describes the development of an innovative management model for consulting services. This management model is influenced by Gary Hamel\'s "The future of Management" and Maister\'s "Managing a Professional Service Firm"
Cracking the C-Suite: Finding and Aligning with the Relevant Executive in 2010G3 Communications
Stephen J. Bistritz, Ed.D. author of the new book “Selling to the C-Suite.” Steve shares strategies on how to map an organization to determine the formal and informal power. He is joined by Dan McDade, President of PointClear, who shares recent success stories on using Multi-touch, Multi-media, Multi-cycle campaigns that Multiply Results and gain access to high level executives.
Presentation to the Executive Sales and Marketing Association. Focus is on defining what C-Suite executives care about, ways to reach them and improving messaging outreach to increase sales outcomes.
Most managers or upper level executives have little training in how to properly delegate responsibilities to others. Follow these 9 steps and change how your organization performs.
Learn more about our management coaching program. https://www.growthsourcecoaching.com/management-mastery.html
Different services offered by management consultancy firmsnajibsayegh1
Gulf Resources is one of the leading Management Consultancy Firms in Dubai and specialize in helping business from different industries in establishing a successful venture anywhere in the UAE.
Professional Overview: Lynn Hunsaker - ClearActionClearAction
Pictorial resume / bio of Lynn Hunsaker, Customer Experience Transformation Strategist at ClearAction, CEO at Marketing Operations Partners, and co-founder of Marketing Future Forum.
See http://ClearActionCX.com
http://MOpartners.com
A new management model for a consulting firmcradenborg
This thesis is the result of my graduation as Master in IT Management and describes the development of an innovative management model for consulting services. This management model is influenced by Gary Hamel\'s "The future of Management" and Maister\'s "Managing a Professional Service Firm"
Cracking the C-Suite: Finding and Aligning with the Relevant Executive in 2010G3 Communications
Stephen J. Bistritz, Ed.D. author of the new book “Selling to the C-Suite.” Steve shares strategies on how to map an organization to determine the formal and informal power. He is joined by Dan McDade, President of PointClear, who shares recent success stories on using Multi-touch, Multi-media, Multi-cycle campaigns that Multiply Results and gain access to high level executives.
Presentation to the Executive Sales and Marketing Association. Focus is on defining what C-Suite executives care about, ways to reach them and improving messaging outreach to increase sales outcomes.
Perspective of the Changing Role of the Sales Professionphilip.desautels
An analysis of the research paper: Perspective of the Changing Role of the Sales Profession:Views from France, United States and Mexico. Journal of Business & Industrial Marketing 23(3): 193-202, Tanner, J. F., et al. 2008
This webinar on Enterprise Gamification Data was presented by Karl Kapp and Axonify on June 21, 2016. To view the recording visit: http://know.axonify.com/enterprise-gamification-webinar
How To Get Clients & Sell Without Selling (Social Selling)Jane Frankland
http://jane-frankland.com Let's look at how to sell! If you're interested in how to get more clients, sell without selling and social media marketing, then this is for you.
If you want to change the feast and famine lifecycle you regularly experience; modernize the way you sell and create just ONE system for client generation that you can use over and over again, instead of having to 'reinvent the wheel' each time you go to market then watch the presentation.
In it I'll be sharing how you can:
1. CREATE: How to create a personalized Client and Lead Generation Plan that focuses on attracting your ideal clients, growing your email list and gearing you up to sell more. This will revolutionize your lead generation process and enable you to obtain security with your income.
2. ATTRACT: I'll share with you how you can free yourself from cold calling and endless networking events, and enable sales with speed, plus I'll give you a brand new "Social Media Quick Tip" that I've never shared on a free webinar yet. This one tip recently landed me a 7-figure client and is guaranteed to help you attract your ideal clients on any social media platform.
3. PROMOTE: Learn how to create a quick and easy "Social Media List Building Funnel" to grow your email list and in turn your sales.
4. SELL: Find out how to create posts, status updates and tweets to sell your programs, products and services via all the social channels. These are what I call your social media daily wins and you can be certain that you'll not feel in the slightest bit salezey whenever you use them.
Thanks for watching!
Sell me this pen. Possibly the best sales one liner in history. Haven’t heard it before?
Coined by Jordan Belfort a.ka. Wolf of Wall Street - I suggest you block out 2 hours of your day to watch one of the best sales movies of all time. Don’t like movies? Read his book.
In the last ten years, I have seen more sales leaders use this question as part of their interview process to whittle out the can-dos from the can-nots.
Rick James Model for selling innovative ideasJulian Cole
This is a model that should be helpful in selling in innovative/non-traditional ideas that are usually quite hard to sell to clients/bosses.
@juliancole
Here are a few tips on selling from David Ogilvy and other experts. Can you sell?
Enter the Search for the World's Greatest Salesperson. Deadline May 16, 2010 at youtube.com/ogilvy
What Every Executive Wants You to Know About Successfully Selling to the TopMcGraw-Hill Professional
It’s the goal of every salesperson: getting access to senior client executives—the C-Level decision makers responsible for approving top-dollar deals. Selling to the C-Suite is the first book that reveals how to land those career-making sales in the words of CEOs themselves!
presented by Rob Bentley and Paul Reiman of Hewitt Associates at the TrueConnection 2008 Sales Performance Management Conference, hosted by Callidus Software
How to Hire the Perfect Sales Support SpecialistHireQuotient
1.Clarify Your Needs and Goals
Define the specific responsibilities and goals for the Sales Support Specialist within your organization.
2. Craft a Detailed Job Description
Utilize the job description template provided earlier to create a detailed and enticing job posting. Highlight responsibilities such as supporting sales staff by managing schedules, keeping customer records, and handling correspondence.
3.Utilize Various Recruitment Channels
EasySource to help you discover candidates from your internal and external candidate pools. EasySource's Candidate Discovery Module will automate candidate discovery based on the metrics you have set.
4.EasySource's Candidate Screening Module will ensure that candidate profiles align with your job requirements.
5.EasySource’s Candidate Engagement Module can help create compelling, personalized messages quickly and efficiently.
6. EasyAssess, which will help evaluate their administrative and support skills and suitability for a sales support role. The assessment tools ensure that the candidate's relevant skills are closely examined and evaluated.
7. Evaluate Organizational and Communication Skills
Assess the candidate's ability to organize workload, communicate effectively with sales teams and clients,
8. Check References
Contact previous employers to verify the candidate’s past job performance and achievements as a Sales Support Specialist
9. Make a Competitive Offer
Once you've identified the right candidate, make an attractive offer that reflects the value they bring to your organization.
10.. Ensure a Smooth Onboarding Process
Facilitate a comprehensive onboarding process that introduces the new specialist to your company’s sales processes, tools, and team members. A well-structured onboarding program is essential for setting them up for success in their new role.
To read the full article, visit
https://www.hirequotient.com/how-to-hire/sales-support-specialist
As organizations strive to sell more solutions, their reps will increasingly face off against a variety of senior- level buying roles. To improve these interactions, sales leaders should adopt a systematic process to help reps. This brief introduces and examines the components of ONE process for selling to senior executives, and explores the options of segmenting the sales force and/or leveraging subject matter experts (SMEs) when looking to reach these buyers.
Commission crowd the top ten factors a self-employed sales agent considers wh...CommissionCrowd
We’ve spent a lot of time talking with professional freelance sales agents over the last few years. They’ve given us some really interesting insights into what they look for in an opportunity and we’d like to pass on all of this invaluable learning to you as a Company looking to recruit the best self-employed sales professionals.
Not all self-employed sales agents are created equal just like no two sales opportunities provide the same value and benefit. However, there are common factors that can help you present your opportunity and your company so you stand out in a way that matters, from your competition.
You’ll Learn
- The most important factors self-employed sales professionals consider when searching for a new opportunity
- Ideas and examples of how to incorporate each factor into your opportunity
Lifetime VIP Member Bonuses
In addition to the above insights you will also receive:
- A personal review of your opportunity including suggestions (if applicable) to ensure you’ve covered all the basis
- A copy of the presentation
Why are we holding this?
Agents tell us time and time again that they are looking to work with Companies who understand and respect the way they work. This series has been developed to give Companies a head start in their recruitment once the CommissionCrowd platform goes live.
Is your company having trouble driving more revenue from current clients?
Are you losing your current clients to competitors?
Watch this presentation to learn how to build B2B strategic account teams to generate 3X more revenue and profit than originally believed, within a short period of time.
Management
13 Teams
__
Average talent teams that get along well with each other are more productive than gifted teams that don’t get along. It doesn’t matter how well a team with low emotional intelligence is in control of the numbers. They can’t even decide what to try to do.
14 Stress
___
Difficulties at work and in our relationships put us under stress. Stress makes it difficult for us to find solutions to problems. When we can’t find solutions to problems, we get more stressed. To get rid of this dead end, we need to know how to manage our stressful situations.
15 Marriage
____
The secret of long and happy marriages is sincerity in your feelings. If your marriage was not built on this basis of intimacy from the very beginning, it will begin to crack over the years. Even small problems become unsolvable. You have to be emotionally open at the beginning of the road.
16 Leadership
______
Leadership does not mean dominance. Leading your colleagues to a common goal and making them believe in the reality of this purpose. Successful leaders are those who can keep their team’s motivation alive for many years. You have to make them desire the work to be done.
17. Emotions Are All Normal
___
Anger, hatred, love, happiness… You can understand when and under what circumstances these feelings will emerge by following yourself. You may have these feelings depending on how you interpret the events you encounter. The important thing is to be able to react independently of your feelings. You may find yourself making promises that you cannot keep because you are happy, or you may resort to violence when you are angry.
18/ Being able to Express Your Emotions
____
Not everyone’s level of empathy can be very good. You may be in a difficult situation immediately. You may feel bad, but people may not understand it. In these situations, you may need to express your feelings a little more directly.
19/You Are Not Your Emotions
______
Keep doing what you need to do, no matter how you feel. Success is achieved by people who cannot give up no matter what their feelings and thoughts are. Don’t let your feelings affect your actions.
20/ Timing
__
As soon as you feel a different emotion, try to think before you act. Because emotional intelligence moves faster than rational intelligence, it can make you act irrationally and make you say any unnecessary words.
Thanks for reading
~ 𝗧𝗼𝗻𝗴𝘀𝗮 𝗚𝘂𝘆
Book:- https://amzn.to/3XsVTz2.
13 Teams
__
Average talent teams that get along well with each other are more productive than gifted teams that don’t get along. It doesn’t matter how well a team with low emotional intelligence is in control of the numbers. They can’t even decide what to try to do.
14 Stress
___
Difficulties at work and in our relationships put us under stress. Stress makes it difficult for us to find solutions to problems. When we can’t find solutions to problems, we get more stressed. To get rid of this dead end, we need to know how to manage our
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How to Crack the C-Suite Code in 2010: Secrets for Selling to the Top
1. How to Crack the C-Suite Code in 2010: Secrets for Selling to the Top Selling to the C-Suite The Groundbreaking New Book for Professional Salespeople Stephen J. Bistritz, Ed.D. [email_address] www.sellxl.com Linked to
2.
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4. Executive Involvement in the Buying Cycle Executive Involvement Steps in the Buying Cycle Early Middle Late A When and why do senior executives get involved in the decision process for major purchases? Q Measure Results Plan Implemen-tation Examine Alternatives Set Vendor Criteria Explore Options Set Strategy Establish Objectives Understand Current Issues
5. Executive Involvement in the Buying Cycle Executive Involvement Steps in the Buying Cycle Measure Results Plan Implemen-tation Examine Alternatives Set Vendor Criteria Explore Options Set Strategy Establish Objectives Understand Current Issues
6. Selling to the C-Suite “ I meet with professional salespeople because often they can offer me solutions that even people within my own organization can’t develop. They’ve seen these problems in other organizations and I want the benefit of their experience.” — CXO-Level Executive
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13. Four Approaches to Gaining Access Implement an overt approach via the telephone or using a phone call, preceded by a letter Overt Use a credible sponsor within the client’s organization to help secure access Sponsor Treat the gatekeeper (AA, secretary or the like) as a resource and use them to help secure access Gatekeeper Use a referral (someone outside the client’s organization), such as a consultant, business associate or friend Referral
14. Research on Selling to Executives A Assuming your company was considering a major purchase, how likely would you be to schedule a meeting with a salesperson if the request came from… Q A recommendation from someone 16% 68% 16% 0% inside your company A referral from outside the company 8 36 44 12 A letter from a salesperson followed 4 20 40 36 by a direct call A direct telephone call from a 0 20 36 44 salesperson Always Usually Occasionally Never
15.
16. Components of Credibility Adapted from: Clients for Life . Jagdish Sheth and Andrew Sobel. Simon and Schuster, 2000. Integrity Capability
19. Different Perspectives Executive Management Operations Project View Department/Function View Company Wide View Other Uses of Funds Solution Fit Price/ Discounts
20. Research on Selling to Executives 1. Demonstrated responsibility 2. Understood my business goals 3. Listened before proposing a solution Selling to the C-Suite . By Nicholas A.C. Read and Stephen J. Bistritz, Ed.D. McGraw Hill, 2009. A What has to happen in meetings with salespeople for the executive to feel it was effective? Q 4. Displayed knowledge of my industry
21. Research on Selling to Executives 1. Ability to marshal resources 2. Understands my business goals/objectives 3. Responsive to my requests 4. Willing to be held accountable A How does a salesperson establish credibility and trust with a high-level executive? Q 5. Knows company’s products
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25. Creating a Value Proposition You, Your Company and Your Solution Client’s Key Business Initiative Your Specific Business Value
26. Creating a Value Proposition Key Elements of a Value Proposition Addresses the client’s issue(s) and focuses on payback or consequences as it relates to the client’s breakthrough initiative What’s important to them? Describes how we can help, in both a qualitative and quantitative form How does our solution create value for them? Might include an example of how we addressed a similar problem at another company How can we demonstrate our capability?
27. Format of a Value Proposition You should be capable of ______________ by _________ through the ability to ___________________________ . This will require an investment of _________________ , which will be returned within _____________________. describe the impact monetary units or % describe the new situation state the cost of the solution estimate the time frame for return
28. Value Proposition Example You should be capable of reducing repeat customer service calls by 20% , resulting in a monthly savings of $250,000 , by implementing our Call Tracker system . This will require an investment of $2 million , which will be returned in 8 months. We implemented a similar solution at Acme Transfer Company , who began achieving a monthly savings of $500,000 within 90 days of installation.
35. Selling to the C-Suite The Groundbreaking New Book for Professional Salespeople Stephen J. Bistritz, Ed.D. [email_address] www.sellxl.com Linked to
Editor's Notes
LEAH: Thanks a lot, Stephen. You’ve done a great job of showing us key best practices on what to do to reach out to and engage C-level executives; the focus of our few of slides will be on showing how you can get entire sales teams and not just your ‘A” players to adopt these practices consistently in all the deals they work on. NEXT SLIDE
LEAH: Today sales teams have access to technologies and applications such as Landslide’s Sales Production System that are designed from the ground up with the objective of building best-practices based sales teams – what we also call world class sales organizations. You can use Landslide to very easily present the best-practices and useful tips we just learnt to your sales team so that they don’t even need to think about or remember these steps. These best practices along with the relevant job aids are presented to them 24/7 and the sales team can just follow them. Let me quickly show you how. NEXT SLIDE
LEAH: This is a screenshot of the sales process as it can be depicted in Landslide. Landslide is the only CRM that allows a three-tier definition of the sales process. Tier I relates to defining the phases of your complete sales cycle. This is the level at which other CRM systems usually stop - they show the salesperson various phases of the sales cycle but not how to complete them successfully. Landslide takes each phase and then shows the sales person the exact set of activities to complete that phase effectively. So in this example, every salesperson on your team will know the exact activities required to do a ‘discovery’ of the your prospects needs effectively. Not only that, we provide the right tools right within the process to complete these activities. The items in blue represent job aids that help the salesperson complete the activity. For example, here, to determine the fit for Landslide, we have embedded a conversation guide that contains the right questions to ask. NEXT SLIDE
LEAH: This is an example of the conversation guide embedded within the process. The salesperson does not have to search for it. It is built into the process at the right stage of the sales cycle and the questions are clearly defined. With Landslide, everyone on your sales team knows what to do next and how to do it. NEXT SLIDE
LEAH: This is is primary difference between Landslide and traditional CRM Systems. While traditional systems focus on sales reporting and data entry, the focus of Landslide is on supporting sales by giving them a complete playbook for closing deals. And this playbook or sales process is completely customizable to reflect your unique sales cycle phases, activities, tools and durations. Let me hand it back to Steve to wrap up. NEXT SLIDE
Thanks everyone. If you’re interested, here are some useful links where you can download slides for today’s presentation, purchase Stephen’s book and download very useful free tools and toolkits for defining your sales process. Thanks a lot for attending.