Articles by Dr. Steve Bistritz and Colleagues

Account Planning

Taking Aim: Positioning the Salesforce to Identify and Capture the Enterprise Opportunity
The Big Payoff of Account Planning ... Opportunity Creation
Value Based Planning: Customer Value at the Account and Opportunity Levels

Opportunity Management

Effectively Assessing Opportunites, Part 1
Effectively Assessing Opportunites, Part 2
How to Stop Losing and Keep Winning! Part 1
How to Stop Losing and Keep Winning! Part 2

Selling to Executives

Achieving Credibility with Client Executives
Barriers to Success
Becoming a Trusted Advisor
Building Credibility with Senior-Level Customer Executives
Selling to Senior Executives, Part 1
Selling to Senior Executives, Part 2
The Value of the Selling at the Executive Level (SellXL) Workshop

Consulting Skills