11/3/09: Steve Bistritz, Author of “Selling to the C-Suite”

This week we were joined by Dr. Steve Bistritz, author of a new book on sales strategy called “Selling to the C-Suite.” Of all the reasons to read the book though the biggest one may be in the way it’s written. Where most sales books are written from the perspective of a seasoned sales professional providing anecdotal tales and suggestions about what made them successful, Bistritz and his writing partner Nicholas A.C Read wrote Selling to the C-Suite from the executive’s perspective, an important decision that we discussed at length during our interview.

The other significant lesson that we learned during this interview was the importance of finding the “relevant executive” to target during the sales process — and it may not be the executive who wrote the RFP or called you in for a meeting. This was a terrific interview with a true expert and we definitely encourage that you listen to the podcast below. Anyone looking to get in touch with Dr. Bistritz should visit his website http://sellxl.com.

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