SellXL Publications for Sale

Fundamentals of Selling at the Executive Level

Selling at the executive level is typically a critical component of winning a sales campaign. Rarely, in a business-to- business sales campaign, can a significant deal be won without some executive-level contact in the client organization.

Here are many of the tools and techniques that are used in the one-day Selling at the Executive Level (SellXL) workshop. They are packaged and presented in this self-directed format to help the salesperson immediately realize many of the same benefits that could be achieved from the SellXL workshop.

In this document you'll have the opportunity to complete seven activities, each with an associated worksheet, to help you formulate your thoughts and ideas on identifying, accessing and maintaining relationships with key executives in client organizations. They were all developed with a single objective in mind: to help you improve your odds of winning a sales campaign.

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Selling at the Executive Level: A White Paper

Today, selling to senior-level client executives requires a different set of skills and strategies than does the more traditional department-level or transactional sale. These skills and strategies can be instrumental in shortening the sales cycle, closing key business opportunities, protecting your com pany's profit margins and in developing lasting relationships with key client executives.

While these skills are often stated as the best practices of leading sales organizations, many companies fail to execute effectively on them. This white paper highlights the importance of those key skills and also provides substantial insight into their execution. It also includes an overview of how successful salespeople create, maintain and leverage relationships with CEOlevel executives in client organizations.

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Guide to Internet Resources

This document contains the tools, techniques and most productive Internet sites that salespeople can use to conduct research on clients and prospects at three levels of learning; namely, the client's industry, the client's company and the client executive.

Also highlighted are many of the traditional sources of client information that salespeople often overlook, but that can be of significant assistance in conducting that same critical research. The objective of the Guide is to provide
salespeople with website addresses and shortcuts that enable them to conduct this type of research in the most effective and efficient ways.

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