Stephen Bistritz
PhD
GA, US
Dr. Steve Bistritz brings nearly four decades of high-technology sales, sales management
and training management experience dealing with companies ranging from start-ups to
global leaders. Steve is a published author and lecturer in the field of sales, sales
management and selling at the executive level. He is currently president of his own sales
training and consulting firm, based in Atlanta.
Background
Steve spent more than 27 years with IBM where he managed and led the instructional
design, development, and implementation of numerous national training programs for
sales, marketing, and technical support personnel. During his tenure at IBM, he also held
a number of sales, sales management, and training management and development
positions. In his last position at IBM, he was responsible for directing the creation of both
internal sales training and external customer training programs for a $1 billion division. He
has broad experience in designing and delivering training programs and in implementing
creative approaches to their measurement and evaluation.
In 1994 he joined Target Marketing Systems, a global sales training and consulting firm
based in Atlanta to lead their product development function. The company was acquired
by Siebel Systems in 1999 and Steve remained in that position until mid-2002.
Steve has published white papers and articles on a number of subjects, including Selling
to Senior Executives, Evaluating Sales Training Programs, How to Effectively Assess
Sales Opportunities, and Designing and Delivering Effective Sales Training Programs.
He has also co-authored articles on Creating Customer Value, Managing Strategic
Accounts and Positioning the Salesforce to Identify and Capture the Enterprise
Opportunity.
He has co-authored a book called Selling to the C-Suite which was published by
McGraw Hill in 2010 and enthusiastically endorsed by Neil Rackham.
He has delivered numerous presentations and workshops on those subjects at industry
and association conferences, including the American Society for Training Development
(ASTD), International Society for Performance Improvement (ISPI), Instructional Systems
Association (ISA), Strategic Account Management Association (SAMA), Lakewood
Publications TRAINING Conference, Sales and Marketing Executives International
(SMEI), and the Professional Society for Sales and Marketing Training (SMT). He was a
featured speaker at numerous Microsoft Business Partner Conferences and Inc
Magazine's Growing the Company Conference. In 2002, Steve gave his presentation on
Selling to Executives at a business meeting aboard Carnival's cruise ship Fascination.
His articles have appeared in Marketing Management magazine, the CTAM Quarterly
Journal, Sales Doctors magazine, JustSell.com, Office.com, salesmanagement.com,
Dartnell's Selling Newsletter, The Competitive Edge, Velocity-SAMA's Quarterly Journal,
The Entrepreneurial Executive, the Sales and Marketing Executive Report and the
Journal of Selling and Major Account Management. He is an active member of SAMA,
past National President of SMT and serves on Advisory Boards for Effectiveness
Solutions Research, SellMasters, Capital Analytics, Inc. and the Lorrin Group. He also
serves on the Board of Advisors for the Center for Professional Selling at Kennesaw State
University.
Steve received a B.S. in Electrical Engineering from the New Jersey Institute of
Technology, and a Master of Management Science from Stevens Institute of Technology.
In 1995, he received a doctorate in Human Resource Development from Vanderbilt
University. Steve lives in Atlanta with his wife Claire and has three wonderful children and
five grandchildren
Dr. Steve Bistritz brings nearly four decades of high-technology sales, sales management
and training management experience dealing with companies ranging from start-ups to
global leaders. Steve is a published author and lecturer in the field of sales, sales
management and selling at the executive level. He is currently president of his own sales
training and consulting firm, based in Atlanta.
Background
Steve spent more than 27 years with IBM where he managed and led the instructional
design, development, and implementation of numerous national training programs for
sales, marketing, and technical support personnel. During his tenure at IBM, he also held
a number of sales, sales management, and training management and development
positions. In his last position at IBM, he was responsible for directing the creation of both
internal sales training and external customer training programs for a $1 billion division. He
has broad experience in designing and delivering training programs and in implementing
creative approaches to their measurement and evaluation.
In 1994 he joined Target Marketing Systems, a global sales training and consulting firm
based in Atlanta to lead their product development function. The company was acquired
by Siebel Systems in 1999 and Steve remained in that position until mid-2002.
Steve has published white papers and articles on a number of subjects, including Selling
to Senior Executives, Evaluating Sales Training Programs, How to Effectively Assess
Sales Opportunities, and Designing and Delivering Effective Sales Training Programs.
He has also co-authored articles on Creating Customer Value, Managing Strategic
Accounts and Positioning the Salesforce to Identify and Capture the Enterprise
Opportunity.
He has co-authored a book called Selling to the C-Suite which was published by
McGraw Hill in 2010 and enthusiastically endorsed by Neil Rackham.
He has delivered numerous presentations and workshops on those subjects at industry
and association conferences, including the American Society for Training Development
(ASTD), International Society for Performance Improvement (ISPI), Instructional Systems
Association (ISA), Strategic Account Management Association (SAMA), Lakewood
Publications TRAINING Conference, Sales and Marketing Executives International
(SMEI), and the Professional Society for Sales and Marketing Training (SMT). He was a
featured speaker at numerous Microsoft Business Partner Conferences and Inc
Magazine's Growing the Company Conference. In 2002, Steve gave his presentation on
Selling to Executives at a business meeting aboard Carnival's cruise ship Fascination.
His articles have appeared in Marketing Management magazine, the CTAM Quarterly
Journal, Sales Doctors magazine, JustSell.com, Office.com, salesmanagement.com,
Dartnell's Selling Newsletter, The Competitive Edge, Velocity-SAMA's Quarterly Journal,
The Entrepreneurial Executive, the Sales and Marketing Executive Report and the
Journal of Selling and Major Account Management. He is an active member of SAMA,
past National President of SMT and serves on Advisory Boards for Effectiveness
Solutions Research, SellMasters, Capital Analytics, Inc. and the Lorrin Group. He also
serves on the Board of Advisors for the Center for Professional Selling at Kennesaw State
University.
Steve received a B.S. in Electrical Engineering from the New Jersey Institute of
Technology, and a Master of Management Science from Stevens Institute of Technology.
In 1995, he received a doctorate in Human Resource Development from Vanderbilt
University. Steve lives in Atlanta with his wife Claire and has three wonderful children and
five grandchildren
