Selling to the C-Suite - Free Offer
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The book I co-authored - Selling to the C-Suite - is now available from major on-line booksellers and in book stores around the world. You can order the book from any of these on-line booksellers:
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I am absolutely convinced that you will receive real value from the book Selling to the C-Suite. If you purchase the book, just tell me and I'll send you a free copy of the PDF for my Guide to Internet Resources - that helps salespeople research their clients at three levels of learning - the client's industry, the client's company and the client executive. That document is offered for sale from this website for $19.00 and I'll send it to you at no charge.
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Content from my Guide to Internet Resources is actually referenced in the book, but you will receive the full version of the PDF of that document if you purchase the book.
You don't have to send me any receipts or even a Proof of Purchase. I'll take your word that you've purchased it. In addition to the free gift, I'll add you to my SellXL Newsletter mailing - which will provide you with even more value!
Click the link below to begin the process:
I certify that I have either ordered or acquired Selling to the C-Suite.
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Selling to the C-Suite Webinars
Wednesday, December 9th, 2009, 1pm - 2pm Eastern Time
Join us for a free Webinar sponsored by Landslide Technologies, parent company of EyesOnSales.com
In this webinar, Steve Bistritz will reveal:
- When executives get involved in the decision process for major purchases
- The best approaches to use for that initial call on the executive
- How to become perceived as a trusted advisor to the executive, thereby securing return access
- The importance of Communicating your value to executives on a consistent basis
Click here for details and free registration
Thursday, December 10th, 2009, 11am - noon Eastern Time
McGraw-Hill is also presenting a webinar to provide highlights of the book's contents, featuring authors Nicholas A.C. Read and Dr. Stephen J. Bistritz - whose combined sales experience spans more than 60 years across six continents.
In this webinar, Steve and Nic will reveal:
- When executives get involved in the decision process for major purchases
- The best approaches to use for that initial call on the executive
- How to become perceived as a trusted advisor to the executive, thereby securing return access
- The importance of Communicating your value to executives on a consistent basis
Complete details and registration can be found here
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Selling to the C-Suite Exceptional Sites
My book - Selling to the C-Suite - which I co-authored with Nic Read - has been receiving some exceptional publicity.
An example of one of the significant posts - which contains insights about the book - can be found by at this link.
For more examples of recent publicity about the book, please go to the site I created specifically for the book: www.sellingtothec-suite.com and click on the In the News section at the top of the Home Page
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SellXL Workshop – Based on the Book Selling to the C-Suite
The SellXL workshop was created approximately five years ago and seems to be getting increased focus by clients around the world. Clients are finding that the skill of selling at the executive level is essential in these economic times.
Many of the workshop concepts are now contained in the new book, Selling to the C-Suite – which I authored with Nic Read.
Selling at the Executive Level (SellXL) is a one-day, fast-paced interactive workshop that focuses on helping professional salespeople create, maintain and leverage relationships at executive levels in client organizations.
Steps in Establishing a Relationship with a Relevant Executive
The SellXL methodology is basically a five-step process:
- Identify the Relevant Executive™ for the sales opportunity
- Determine how best to approach that executive
- Perform the appropriate research prior to an initial meeting with the executive
- Demonstrate integrity and capability over the long-term, so as to be perceived as a trusted advisor by the executive
- Consistently communicate value to the executive
Learning is supported by a compelling business case about a global manufacturer (JKEA International), how its market positioning is driving new corporate initiatives and the competing agendas behind the scenes. Participants study and review the case study as part of the pre-course assignment and then apply activities against the case study during the workshop.
Study and review of the case study are both instrumental to the success of the workshop. One of the reasons that the workshop is able to be delivered in one day is that all the participants are "on the same page" with respect to their knowledge and understanding of the case. Robust discussions about the case take place throughout the workshop.
An integral part of the workshop's success is the credibility of the facilitator. Each SellXL workshop is delivered by an experienced facilitator with significant business-to-business sales experience. The workshop requires facilitators to apply their expertise throughout the day. Inevitably, sales issues not covered by the workshop content arise and each facilitator must rely on his or her sales or sales management experience to address those key issues. As a result, the workshop is very facilitator dependent and, for that reason, SellXL facilitators are carefully selected, trained and certified to ensure their ability to address questions and problems that arise throughout the day.
The concepts and models used in SellXL are, in part, based on the results of interviews and surveys with CXO-level executives to learn what it takes for salespeople to stand out from a sea of look-alike competitors. The developer of the SellXL workshop has participated in original research over a ten-year period with the assistance of Hewlett-Packard Company, the Kenan Flagler Business School of the University of North Carolina and the Center for Business and Industrial Marketing at Georgia State University.
The research described in the paragraph above is an integral part of the book I co-authored with Nic Read - called Selling to the C-Suite. Salespeople who experience the SellXL workshop will find out what CXO-level executives told us about what professional salespeople had to do to establish long-term relationships with them. For more information on the SellXL workshop, click on this link: /sellxl
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Book Review
Blue Ocean Strategy: How to Create Uncontested Market Space and Make the Competition Irrelevant
by W. Chan Kim and Renee Mauborgne
Harvard Business School Publishing Corporation: 2005
This book represents one of the best, recent books on developing corporate strategies. In Blue Ocean Strategy, the authors challenge companies to break out of the red ocean of bloody competition by creating uncontested market space that then makes the competition irrelevant.
The idea is to have you create new markets, where none previously existed. The authors cite Cirque du Soleil as a prime example of a classical blue ocean success. By redefining the purpose of nearly every element of the old circus model, Cirque du Soleil was able to achieve in less than 20 years what it took Ringling Brothers over 100 years to achieve in terms of worldwide revenues.
From the author's perspective, to fundamentally shift the canvas of an industry, you must begin by reorienting your strategic focus from competitors to alternatives and from customers to non-customers. Then the challenge is to re-evaluate the premises that form your industry's assumptions and re-shape your company's business model. According to the authors, the strategic profile with high blue ocean potential has three complementary qualities; namely, focus, divergence and a compelling tagline.
They contrast their blue ocean strategies with those created for the red ocean. Red ocean strategies are predicated and focused on finite markets. The authors say that you should examine the strategies of your key competitors and determine their limitations - this will enable you to create your company's blue ocean strategy.
Another example cited is Curves, the women-only health club chain. According to the authors, the creators of Curves first examined the health-club environment and decided to focus on a niche that wasn't being satisfied by then existing health clubs. Their value innovation (a new term coined by the authors) is a women-only health club that offers a half-hour exercise program, low price memberships and ease-of-use and access. According to the authors, in 2005, Curves was opening a new location every four hours somewhere in the world!
The authors suggest four logical questions to ask before you develop and implement a blue ocean strategy, as follows:
- Why should people buy your product or service offering? (Does it have "exceptional utility"?)
- Is it priced fairly so as to appeal to a vast audience?
- Can you create and deliver it at an attractive cost that enables you to earn a profit?
- Are there any impediments to discourage the market from accepting your product or service offering?
The major lesson learned is that companies that are not your customers today will often provide you with far more insight into how to create your company's blue ocean strategy than your existing customers - because your current customers may be very satisfied with your existing offerings!
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About Steve Bistritz
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Steve Bistritz is founder and president of SellXL.com, an Atlanta-based sales training and consulting company that helps professional salespeople do a better job of creating, maintaining and leveraging relationships with senior-level client executives.
Steve also has a powerful opportunity management workshop offering that has been described as "the next generation in opportunity management".
Steve is available as a speaker for sales meetings and client conferences around the globe. He speaks on a variety of topics including the following:
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- Selling at the Executive Level
- Establishing Credibility with Client Executives and Becoming a Trusted Advisor
- Developing Alignment with Key Client Executives
- Effectively Assessing Sales Opportunities
Steve has recently co-authored a book called Selling to the C-Suite that was published by McGraw Hill in 2009. According to Neil Rackham: "This is one of the few books that demonstrates an understanding of selling in a global environment. This book is timely and essential reading."
Click here to see video clips of Steve delivering his presentation on Selling at the Executive Level.
You can contact Steve by calling him in Atlanta (eastern time zone in the US) at (404) 256-1801 or sending him an email using steveb@sellxl.com
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