Episode 748: How to sell to the C-Suite?, with Dr. Steve Bistritz

Dr. Steve Bistritz is the Founder and President of SellXL, a sales training and consulting firm for professional salespeople selling in a business-to-business environment. He has more than 40 years of high-tech sales, sales training, and sales management experience, including 27 years with IBM. He is also co-author of the best-selling sales book, “Selling to the C- Suite,” and the 2nd edition was just released.

What you'll learn about in this episode: How writing a book can help your business by building credibility Why you need to get involved in the project early when selling to the C-Suite The importance of having a strong presence on LinkedIn Why companies are looking for the value you will bring to them How sales people identify the relevant executive for the sales opportunity How to take your cornerstone content and spread it across many platforms How to gain credibility with a C-Suite Executive Why referrals become your best source of your next client Why organization is a critical skill to master The importance of doing everything for your client in a responsive and responsible way Ways to contact Steve: Website: www.sellxl.com LinkedIn: www.linkedin.com/in/stevebistritz Book: “Selling to the C-Suite, Second Edition: What Every Executive Wants You to Know About Successfully Selling to the Top”