Selling at the Executive Level – 1-Day Workshop

Selling at the Executive Level (SellXL) is a one-day, fast-paced interactive workshop that focuses on helping professional salespeople create, maintain and leverage relationships at executive levels in client organizations. The concepts and models used in SellXL are, in part, based on the results of interviews and surveys with CXO-level executives where they were asked about their relationships with professional salespeople. The workshop was used as the basis for the best-selling sales book Selling to the C-Suite – published by McGraw-Hill in 2010.

SellXL is designed for professional salespeople, account and relationship managers who need to effectively leverage their executive-level contacts.

SellXL is delivered in one day by an experienced facilitator with prior business-to-business sales experience. Participants prepare for the workshop by reading and reviewing the JKEA International case study, which is then used as the basis for workshop activities.

At the end of the workshop, participants are able to:

Select 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 the executive, thereby securing return access
Describe and communicate their value to the executive on an on-going basis, using the client’s metrics

Location of the Program: on-site/in-house

Also, to give you taste of this session, we have added a recording of our September 2013 webinar, where we discussed Earning a Seat at the Table: Selling to the C-Suite. Click the link below to access this recording.

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