In This Issue

Announcing a Free Webinar on the SellXL Workshop
Tuesday, June 15 - 11:30 am -12:15 pm EST

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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:

1. Identify the Relevant Executive™ for the sales opportunity
2. Determine how best to approach that executive
3. Perform the appropriate research prior to an initial meeting with the executive
4. Demonstrate integrity and capability over the long-term, so as to be perceived as a trusted advisor by the executive
5. 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 essential part of the book I co-authored - 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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	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:

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.

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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Identifying the Relevant Executive for the Sales Opportunity

By Stephen J. Bistritz, Ed.D. - Co-Author of Selling to the C-Suite

Here is a PDF of an article I authored for the March/April Issue of Master Salesmanship - The Guide to Superior Selling Techniques.

Please feel free to click on this link and make copies of the article.

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About Steve Bistritz

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:

• Selling to the C-Suite
• Establishing Credibility with Client Executives and Becoming a Trusted Advisor
• Cultivating Client Loyalty
• Effectively Assessing Sales Opportunities

Steve co-authored the best-selling book Selling to the C-Suite that was published by McGraw Hill in 2010. 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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