Topic: Inside the C-Suite—The Myths and Realities of Selling to C-Level Executives
Date: Tuesday, June 23, 2009
Time: 11:00AM EST | 8:00AM PST | 4:00PM GMT
Duration: 1 hour

Of all the myths surrounding the world of selling, perhaps the biggest is that C-Level executives have little or no time to meet with salespeople. A recent study showed trying to make direct contact with senior executives succeeds consistently in only 4% of the cases, appearing to validate this. But there's more to it than meets the eye. What C-Level executives contend with and what they're trying to accomplish not only needs to be understood, it reveals the secrets around how to access and influence them.

Attend this free Webinar to learn about the myths surrounding selling to the C-Suite and how the realities of managing at the C-Level can be understood and leveraged for increased access and influence with senior client executives. We'll reveal how to:

  • Look at business problems and business value from an "inside the C-Suite" perspective
  • Understand what C-Level executives are looking for in vendor/salespeople relationships
  • Research the key issues driving executive-level purchasing behavior
  • Build a compelling argument for access to the C-Suite and a compelling business case for staying there

About the Presenters:

Chris Deren Chris Deren is the CEO of SellMasters, a leader in B2B sales training company. Chris is a high-tech industry veteran with over 25 years of experience in building entrepreneurial teams, leading world-class sales organizations, and identifying and executing against winning go-to-market strategies for companies such as IBM, Xerox and Dun & Bradstreet. Chris teaches B2B selling workshops for field sales, inside sales, major account sales and channel sales organizations internationally.


Steve Bistritz Stephen J. Bistritz, Ed.D. is the founder of Learning Solutions International, and has more than four decades of experience in high-technology sales, sales management and sales training. Steve spent 27 years at IBM where he led the instructional design, development and implementation of numerous national training programs. Steve is an accomplish speaker and author of several works including the upcoming book Selling to the C-Suite to be published by McGraw Hill in the summer of 2009.