Videos from the SellXL Workshop
Build Your Executive Credibility
SellXL is a one-day workshop that helps professional salespeople create, maintain and leverage relationships at executive levels in client organizations. The best-selling sales book, Selling to the C-Suite, published by McGraw-Hill was based, in part, on this workshop and many of the graphics in the book were taken from the workshop.
Based on findings from research with executives in each global region, SellXL makes a unique contribution to the sales profession that is empirically accurate and culturally sound.
Who Should Attend
Professional salespeople, account and relationship managers who need to effectively engage and leverage their executive-level contacts. Sales managers, as well as sales executives, are also encouraged to attend.
What You Will Learn
In just one intensive day, your team will learn how to communicate your company's value to client executives, thereby ensuring return access to them, as well as:
- Target the Right Executive by determining which key executive is most impacted by the buying decision. Learn how to identify the relevant executive for the sales opportunity - and how to align with that executive, so as to have a better chance of winning key deals.
- Focus Your Approach to executives by using the methods that executives 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 treat gatekeepers as a resource, avoid the inevitable roadblocks, and what to do when you’re sent down to lower levels.
- Establish and Enhance the Relationship by thoroughly analyzing the executive’s key business issues. Follow the executive thought process to identify how external forces drive internal initiatives. Learn how to perform appropriate discovery, researching the client's industry, the client's company and the client executive using the Guide to Internet Resources - a concise tool to help you harness the power of the Internet. Learn how to communicate and get credit for your insight, ultimately displaying both integrity and capability - operating in the Client Value Zone and becoming the trusted advisor of the client executive.
- 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 consistently communicate your value to client executives, using the client's metrics and terminology - thereby ensuring return access to them.
Take a Closer Look
Download our one-page SellXL Flyer for a high-level overview of the SellXL Workshop.
Take an in-depth look at the workshop details, including workshop objectives and module content, with our SellXL Design Document .
How You Will Benefit
SellXL will teach you to create and articulate your value by helping executives see their business differently, 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
Learn Through a Compelling Case Study
Participants prepare for the SellXL workshop by reading and reviewing the JKEA International case study, which is then used as the basis for workshop activities. The case study is about a global manufacturer, how its market positioning is driving new corporate initiatives, and the competing agendas behind the scenes. Participants can then apply the SellXL process to real client situations.
Excel to the Top!
To learn more about how the SellXL Workshop can help your salespeople gain executive access, achieve trusted advisor status, and close larger and more profitable deals, call 404-256-1801 or complete our Workshop inquiry form.