Santa Clara University

Selling Up: A Guide to Executive Selling for Salespeople and Sales Managers

December 5-6, 2007
8:30 a.m. to 4:30 p.m.
Santa Clara University campus

Program Fee $1,150 (includes continental breakfast, refreshments and materials)

Program Description:

A two day seminar focusing on the knowledge and skills needed to conduct successful interactions with senior-level executives.

Program Objectives:

• Understand what executive selling is and why it is important. Know how to effectively embed executive selling into your sales strategy.
• Understand how senior executives think and be able to use that knowledge in being more effective with them.
• Be able to demonstrate skills at:
• • Reaching the appropriate executive.
  • Getting the appointment.
  • Concluding a meaningful and effective dialogue with the executive.
• Understand and be able to use appropriate senior level programs and other interventions to build value-added relationships and strategic collaboration with the customer organization.

The Need:

Ben Shapiro, from the Harvard Business School, is quoted to say that in IBM's early years, they had probably the greatest industrial sales force ever assembled. A major reason for IBM's success in those days was its ability to build significant relationships at the highest levels of its customer organizations. Unfortunately, few sales organizations achieve this same level of competence, but competitive pressures make this a skill that is even more needed in our contemporary times.

Program Benefits:

A more effective sales person or Sales Manager that is able to:

• Establish competitive barriers to entry;
• Seriously shorten the sales cycle;
• Maintain account control;
• Avoid lower-level hassle;
• Sell more business.

Intended Audience:

Salespeople and Sales Managers that have a need to be more effective in reaching senior-level customer executives and building strong value-added relationships with them.

Faculty:

• Pete DeLisi - President, Organizational Synergies and Academic Dean of Information Technology Leadership Program at Santa Clara University. Former IBM salesperson and sales and marketing executive at Digital Equipment Corporation. Positions held include Sales Manager, Sales Training Manager and director of Marketing.
• Business School Faculty
• Guest Executive

Selling Up agenda click here