Target the Right Executive

by determining which key executive is most impacted by the buying decision. Learn to identify the difference between formal and informal power, why client satisfaction is not a reliable indicator of client loyalty, and how to connect to the executive value chain.

Focus Your Approach

to executives by using the methods they report as most likely to result in a meeting being granted. Learn the best time in the buying cycle to meet with senior executives, how to handle the gatekeepers, avoid roadblocks, and what to do when you’re sent down to lower levels.

Establish and Enhance the Relationship

by thoroughly analysing the executive’s key business issues. Follow the executive thought process to identify how external forces drive internal initiatives. Research the executive, the company and their industry using the Guide to Internet Resources, a concise tool to help you harness the power of the Web. Learn how to communicate and get credit for your insight, and occupy the intersection of integrity and capability.

Create and Articulate Your Value

by helping executives see their business through a new set of eyes. Construct a value proposition that's meaningful to executives and sets clear implementation expectations. Learn how to communicate your value to client executives, thereby ensuring return access to them.

Professional sales people, account and relationship managers who need to effectively leverage their executive-level contacts.

SellXL will teach you to create and articulate your value by helping executives see their business through a new set of eyes, resulting in these benefits;

• Becoming a "trusted advisor" to your client executives
• Earning the right for return access
• Improving your forecast accuracy
• Enabling you to win more profitable business