Steve to be Featured on Office Depot
Webinar
Steve will present an overview of Selling at the
Executive Level in a 60 minute Office Depot Web Café (webinar) broadcast
at 4:00 – 5:00 PM eastern time on Tuesday, July 11, 2006.
Information on his presentation and the ability to
register for the session should be available at the following website by
June 15:
www.officedepot.com/webcafe
Steve to Speak at Microsoft Worldwide Partner
Conference in July, 2006
Steve Bistritz, developer of SellXL, has been asked
to speak at Microsoft’s Worldwide Partner Conference in Boston, July
12-13. This is the fifth time in seven years that Steve has spoken at a
Microsoft Worldwide Partner event.
His topic this year will be “Establishing
Credibility with Client Executives and Becoming a Trusted
Advisor”.
Using Steve as a Speaker for Sales Meetings and Client
Conferences
Steve Bistritz frequently speaks at sales
meetings and client conferences around the globe. He speaks on a variety
of topics including the following:
- Selling at the Executive Level
- Establishing Credibility with Client
Executives and Becoming a Trusted Advisor
- Effectively Assessing Sales
Opportunities
Click here
to see video clips of Steve delivering his presentation on
Selling at the Executive Level.
Client Focus: SellXL at Lenovo
On May 2-3, Learning Solutions International (LSI)
delivered the SellXL workshop to approximately 275 Lenovo salespeople at
their sales conference in Scottsdale. Lenovo is the personal computer
company that purchased IBM’s pc business,
Using four instructors over the two-day period, LSI
was able to effectively deliver the workshop to each of the large groups.
The evaluation feedback from the workshop
participants was extremely positive, particularly in light of the number
of evaluations received. The feedback also praised the experience level of
the instructors and included numerous accolades about the value delivered
by each of the instructors.
One of the participants said: "We’ve had sales
training delivered at each of our previous annual sales conferences, but
SellXL clearly stands alone in terms of value and excellence. Since
calling on C-level executives is now a critical element of Lenovo’s
growth, this workshop was also extremely timely."
Steve Invited to Join the Advisory Board of Capital
Analytics
Steve was recently invited to join the Advisory Board
of Capital Analytics, a privately owned software and consulting company
headquartered in Durham, North Carolina.
Capital Analytics developed a product called
ProCourse® ROI, a unique software solution that statistically measures ROI
on ‘soft’ business initiatives, such as training, marketing and
promotional incentives, new technologies, employee benefits, and
mentoring, among others, to provide executives with the information they
need to determine the value of these initiatives.
ProCourse ROI also goes to another level of
predictive measurement, ‘Optimization,’ to identify the participants who
benefit most from training initiatives.
Using this approach, clients can also identify the
groups within the sales organization who would benefit most from workshops
like Selling at the Executive Level (SellXL) and
Sales Opportunity Snapshot (SOS).
Go to www.procourse.com for more
information about this unique measurement tool.
Evaluating Sales Training in the 21st Century:
A
white paper
The overall purpose of any training program is to
change attitudes, behaviors or skills in a way that positively impacts
business results.
Evaluating both the effectiveness and value of a
sales training program in order to understand whether it meets its
terminal objectives is critical so that you can measure the program’s
contribution to the bottom line of the organization’s business. In these
days of corporate re-engineering and continual downsizing, training
budgets are being held under intense scrutiny. By demonstrating that sales
training produces positive, tangible results, you’ll be in a position not
only to justify your organization’s expenditures for training but also to
substantiate the program’s value in terms of lasting process improvement.
Systematic evaluation of sales training programs is
also an important step in continually improving the overall quality of the
training program. What is the appropriate level of evaluation to measure
and analyze results of sales training programs?
This white paper explores Kirkpatrick's four levels
of evaluation and provides practical insights into measuring sales
training initiatives at each of those levels.
Download
the whitepaper now.
Book Review:
Clients for Life: How Great
Professionals Develop Breakthrough Relationships
by
Jagdesh Sheth and Andrew Sobel
Reviewed by Stephen J. Bistritz,
Ed.D.
www.sellxl.com
Although most professionals aim to develop long-term
relationships with their clients, many find that their clients may treat
them more like a one-shot expert-for-hire than a trusted member of the
inner circle. In today's competitive era, clients are always looking for
those professionals who can distinguish themselves from the others,
whether it is by being available 24/7 or by solving difficult problems.
Sheth, a marketing professor, and Sobel, a
consultant, draw on the insights of the CEOs of such corporations as GE
and American Express to present a simple, strategic approach designed for
anyone who wants to better serve their clients.
According to the authors, even more important than
availability and creativity is the consultant's objectivity and ethics.
The best consultants always demonstrate they are putting their client's
interest first and never recommend projects as a means to advance
their own objectives or extend their agreements.
The text takes us away from one-to-one transactional
thinking about professional-client relationships and into the transcendent
and lasting values of relationships based on knowledge, integrity,
insight, and wisdom. It is a powerful approach of substance for all
professionals and particularly appropriate for professional salespeople
who view lasting relationships as a key ingredient to their success.
Furthermore, the authors argue, the most successful
consultants don't take on work merely for the money, but because they
believe in their product or service and want to maintain and enhance a
relationship with the client. The authors present their message clearly
(highlighting their points with models and sidebars throughout the text)
and understand that clients aren't always perfect; sometimes they want
free advice or someone simply to confirm that their established plans are
appropriate.
From my perspective, Clients for
Life is one of the best books available about client
relationships, and it offers powerful insights for both professional
salespeople and relationship managers. I have used it extensively as a
model and guide for some of the content of my workshops, including
SellXL.
Our Internet Partner
"We couldn't be more pleased with the new SellXL.com
website. Cary Bradley, Internet Consultant with WSI, provided the highest
level of personal service, and made sure that our requirements were met
and our expectations exceeded. I highly recommend WSI for your website and
internet marketing needs." -- Steve Bistritz
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