Competitive salespeople don’t waste people’s time, least of all their own. They identify the relevant executive for each sales opportunity, and they take time to understand the dynamics of their customer’s organization to uncover where influence, power, and control over a particular project reside. “It doesn’t have to be the CEO of a corporation,” said […]
Author: Stephen J. Bistritz
Dr. Steve Bistritz has more than 40 years of high-tech sales, sales management and training management experience and just released the 2nd edition of his best-selling sales book, Selling to the C-Suite. Steve spent more than 27 years with IBM in sales and training-related positions. He then worked for a sales training company where he led the development of sales training programs which were delivered to tens of thousands of salespeople worldwide. Visit his website at www.sellxl.com