"Five days after participating in a SellXL workshop, one of our salespeople used the session's key concepts and was able to secure an appointment with a C-level executive whose last interaction with our company was more than seven years ago. As suggested in the workshop, the salesperson did his homework and researched the organization, as well as the C-level executive. He also found several key points that resonated with the executive and then formulated his approach to the executive in a particularly compelling way. The result was our first meeting with an C-level executive where we had previously been blocked!"
Director of Commercial Sales for North America
Ventana Medical Systems
"The concept of the relevant executive that is delivered in the SellXL workshop is very powerful for both marketing and sales. Being able to identify and gain access to that relevant executive, then establishing your credibility and value are key concepts that can be very impactful. Delivering the right message to the right executive at the right time is critical in today's fast-paced sales environment."
Senior Director of Global
Major Health Care Company
"The SOS and SellXL workshops, combined with a well-defined sales process, enabled the transformation of the company’s sales culture from transactional selling to a professional, consultative selling organization. Contrary to many sales enablement tools, the sales team embraced the SOS tool, due to its visual nature and the ability to quickly uncover key actions required to increase the chances of winning that deal.”
Formerly, Sales Operations Director
Celestica - North America
“Sell XL – Selling at the Executive Level - has been a great addition to the growth of our sales team. We especially like how the learning is targeted at the key decision makers – called the relevant executive – and how it teaches our people to strive to become a “Trusted Advisor” not just a salesperson for their customers! The most unforgettable lessons were our conversations on how to gain access to decision-makers, and then do well with your “customer facing time” while leveraging your value! We would recommend this program to anyone (except our competition) who wants to build the confidence of their sales team in approaching people who used to intimidate them. A major win for the next level of selling.”
Senior Managing Director
Aviation Sales Force
Aviall - a division of Boeing
"We used Sales Opportunity Snapshot (SOS) to drive our sales process. It contains an intuitive, easy-to-use desktop tool that has enabled our salespeople to more effectively manage a complex sale and influence the decision process. Since implementing SOS, we have been able to compress the time-to-closure and increase our sales win-rate, resulting in a significant improvement in sales productivity."
Vice President, Sales
"Our company is extremely conservative in terms of spending.
Believe it or not, in our 30-year history, we've never invested in
sales training prior to the SellXL workshop. After reading the
articles available on your website, though, I pursued the SellXL
workshop for these reasons: (1) Your articles were research
(survey) based, (2) They focused on complex sales (not simple
product sales) and addressed long sales cycles.
To my delight, the training was a smashing success and absolutely relevant to the our sales process. (The case study was almost a fictional account of one of my sales opportunities!) After the end of the workshop, I had multiple attendees ask me how I found a workshop so pertinent to our business, and thanked me for putting this together."
Business Development Manager
Multi Service Company
"As our sales reps have experienced, you will absolutely differentiate yourself if you participate in Selling at the Executive Level (SellXL) workshop and become a trusted advisor to your senior executive buyers."
Director of Sales Training
"The content and design of the SellXL materials were perfect and they will be used extensively as we now implement the process in our field sales organization. The workshop delivery was flawless and it clearly surpassed my expectations in many ways including content, applicability and engagement."
Senior Training Development Manager
"SellXL not only provides actionable strategies that accelerate achieving sales goals and objectives, but more importantly helps take relationships with C-level executives to the next level based on clear demonstration of trust, credibility and alignment of business value."
Director, Americas Business Development
Computer Sciences Corporation
Great job at making the course relevant to all levels and job functions in the room. We (our company) needs to expose other teams internally to this workshop.