SellXL is a practical, one-day workshop that helps experienced, professional salespeople create, maintain and leverage relationships at the executive level.

Based on research findings from on-going research with senior-level (CXO) client executives in each global region, SellXL is uniquely positioned to help sales people elevate their levels of executive contact. 

At the end of the one-day SellXL workshop, participants will be able to… 

·         Identify the relevant executive to call on for the sales opportunity

·         Develop the best approach to use to make their initial call on the executive

·         Determine how to become perceived as a trusted advisor to client executives, thereby securing return access

·         Describe and communicate their value to client executives on an on-going basis, using the client’s metrics

Using a realistic and comprehensive case study, participants learn how to…

·         Target the right executive to access for the sales opportunity

·         Gain access to that executive by using methods that are most likely to succeed

·         Establish and enhance your relationship with executives by demonstrating both capability and integrity

·         Create value for executives and  communicate that value on an on-going basis
 

While the workshop utilizes activities centered on the case study throughout the day, time is also spent conducting activities that are based on the ‘live’ sales opportunities of the participants.

SellXL is a creation of Learning Solutions International, of Atlanta, Georgia.  Concepts and models in SellXL are based on the results of interviews and surveys with executives to learn what it takes for salespeople to stand out from a sea of look-alike competitors.  The original research was conducted in 1995 and 1999 by Stephen J. Bistritz Ed.D, with assistance of Hewlett-Packard, the Kenan Flagler Business School of the University of North Carolina, Target Marketing Systems, and the Center for Business and Industrial Marketing at Georgia State University.  An additional study was conducted in early 2003 in conjunction with Georgia State University.  Dr. Bistritz and the sales consulting firm SalesLabs Corporation have since expanded this study to executives in Asia.  The results of this latest study will be released in the near future.

For more information:

Call Jim Cooper at Sales Sense