Selling to the C-Suite: What Every Executive Wants You to Know About Successfully Selling to the Top

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9780071628914: Selling to the C-Suite:  What Every Executive Wants You to Know About Successfully Selling to the Top

It’s the goal of every salesperson: gettingaccess to senior client executives—theC-Level decision makers responsiblefor approving top-dollar deals. Selling to theC-Suite is the first book that reveals how toland those career-making sales in the wordsof CEOs themselves!

With 60 years of combined experience sellingto corporations around the world, NicholasA.C. Read and Stephen J. Bistritz , Ed.D.,conducted in-depth interviews with executive-level decision makers of more than 500organizations. One thing they learned mightsurprise you: leaders at the highest corporatelevels don’t avoid sales pitches; in fact, theywelcome them—provided the salespersonapproaches them the right way. Inside thisinvaluable book, CEOs reveal exactly whichsales techniques they find most effective, aswell as those you should avoid.

Selling to the C-Suite provides all the insightyou need to:

  • Gain access to executives
  • Establish trust and credibility
  • Leverage relationships
  • Create value at the executive level

It also reveals when executives personallyenter the buying process and sheds light onwhat role they play.

Selling to the C-Suite provides field-testedtechniques to put you well ahead of thecompetition when it comes to making thosemultimillion-dollar sales you never thoughtpossible.

Le informazioni nella sezione "Riassunto" possono far riferimento a edizioni diverse di questo titolo.

L'autore:

Nicholas A.C. Read is president of SalesLabs,which helps companies drive predictable andrepeatable revenue growth through the applicationof improved process, measurement, andskills. In 2005, he was awarded Winner of theBest Sales Trainer category in the InternationalBusiness Awards, an annual awards showthat has been dubbed “the business world’sown Oscars” by the New York Post. He splitshis time between North America, Asia, andEurope.For more information, go towww.saleslabs.com.
Stephen J. Bistritz, Ed.D., has more thanfour decades of high-technology sales, salesmanagement, and training management experiencedealing with companies rangingfrom start-ups to global leaders. He is currentlypresident of his own sales training andconsulting firm based in Atlanta, Georgia.For more information, go towww.sellxl.com.

Dalla quarta di copertina:

CEOs Reveal the Secrets forSelling to the Top

“The business world is drowning in a flood of sales books. The trouble is that mostof these books are about how to sell, without a clue about how customers buy. . . .This book is different. It is firmly rooted in how people buy and so it works.”
—NEIL RACKHAM, author of SPIN Selling

“Those new to executive sales will find a game plan they can use immediately.Veterans who regularly call on executives will use this book to sharpen their game.”
—CHIP BRUBAKER, Vice President-Americas Sales Readiness, CA, Inc.

“If you’ve always wondered how the other sales guy got to the CEO and youdidn’t, start reading this book and earn serious commissions!”
—LINDSAY LYON, CEO, Mobilarm, and former GMCommercial Sales for Hewlett-Packard Australia

“Nic Read and Dr. Bistritz have done a masterful job summarizing how toapproach and sell to executives. If you read this and apply its secrets, you’llwin more, more of the time.”
—MICHAEL GALLAGHER, President, The Stevie Awardsfor Sales & Customer Service

“Practical advice on how to get to the decision-makers in the context of sales . . .Having learned these lessons the hard way while transforming a Chinesestate-owned enterprise into a globally competitive business, I wish this bookhad been available when I first started!”
—GEOFF WATSON, former Vice President, Alcoa China

"We hear a lot about being a Trusted Advisor, but what does that really mean? The authors clearly define that role with the insight, definition and actions required to establish and sustain credible value-based engagements with senior executives. If your success depends on being engaged early in your customer’s decision process and you’re in a market that demands value based differentiation then this is a must read."
—GARY SUMMY, Direct Sales Development, Trane Commercial Systems, and Directors of the Strategic Account Management Association (SAMA)

"Selling to the C-Suite uncovers what were once 'mysterious secrets' of effectively approaching and building long lasting relationships with relevant executives. It is a no-nonsense playbook for a win-win sales approach, credible, applicable and powerful.”
—RAFAELA REYES, Senior Training & Development Manager, Brother International

"As an educator on the college level teaching professional selling, I found this book to be invaluable if you are interested in learning how to sell to the top executives. Not only does it help you understand when to engage the executive, it also tells you how to get access. If that was not enough the book also focuses on how to create value and build credibility with the executives."
—DAN C. WEILBAKER, Ph.D., McKesson Pharmaceutical Group Professor of Sales, Northern Illinois University

"Steve and Nic provide a great history lesson that helps us understand why Marketing and Sales is different in the new millennium and provides the research background to prove their points. If you want to become effective at the C-Suite, this book--its references, models, and tools--[is] incredible."
—JIM GRAHAM, former Chief Learning Officer, R.R. Donnelley

"To not adopt these concepts puts you at risk to being left out in the lobby, while your competitor is in the client’s boardroom."
—MICHAEL BOLAND, coauthor of Get-Real Selling

"Too many salespeople have no idea if they're winning or losing, and it's usually because they're meeting the wrong people and asking the wrong questions too low down the food chain. As a result, their sales forecasts are no better than a lottery. This book pulls no punches in showing why sales and marketing fails to connect to executives, and what to do about it."
—GORDON CLUBB, Managing Director, SAS Institute Australia & New Zealand

"This is a very practical approach to calling on executives. The authors tell us why it is important and how to do it. Getting access to the executive level is one battle, but knowing what to talk to them about when you get there is another. . . . Every organization calling on Fortune 1000 companies needs this information."
—RENIE MCCLAY, former president of the Professional Society for Sales and Marketing Training (SMT)

“Great information on a critical topic for all salespeople. The sale to an executive is made during the questioning process, not in your product presentation. You can’t sell anything to an executive until you have first sold yourself.”
—DUANE SPARKS, author of Action Selling and Chairman of The Sales Board

Le informazioni nella sezione "Su questo libro" possono far riferimento a edizioni diverse di questo titolo.

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Nicholas A. C. Read, Stephen J. Bistritz
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ISBN 10: 0071628916 ISBN 13: 9780071628914
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Descrizione libro McGraw-Hill Education - Europe, United States, 2009. Hardback. Condizione libro: New. 231 x 157 mm. Language: English . Brand New Book. It s the goal of every salesperson: gettingaccess to senior client executives-theC-Level decision makers responsiblefor approving top-dollar deals. Selling to theC-Suite is the first book that reveals how toland those career-making sales in the wordsof CEOs themselves! With 60 years of combined experience sellingto corporations around the world, NicholasA.C. Read and Stephen J. Bistritz , Ed.D.,conducted in-depth interviews with executive-level decision makers of more than 500organizations. One thing they learned mightsurprise you: leaders at the highest corporatelevels don t avoid sales pitches; in fact, theywelcome them-provided the salespersonapproaches them the right way. Inside thisinvaluable book, CEOs reveal exactly whichsales techniques they find most effective, aswell as those you should avoid. Selling to the C-Suite provides all the insightyou need to: Gain access to executives Establish trust and credibility Leverage relationships Create value at the executive level It also reveals when executives personallyenter the buying process and sheds light onwhat role they play. Selling to the C-Suite provides field-testedtechniques to put you well ahead of thecompetition when it comes to making thosemultimillion-dollar sales you never thoughtpossible. Codice libro della libreria AA39780071628914

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Nicholas A. C. Read, Stephen J. Bistritz
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Descrizione libro McGraw-Hill Education - Europe, United States, 2009. Hardback. Condizione libro: New. 231 x 157 mm. Language: English . Brand New Book. It s the goal of every salesperson: gettingaccess to senior client executives-theC-Level decision makers responsiblefor approving top-dollar deals. Selling to theC-Suite is the first book that reveals how toland those career-making sales in the wordsof CEOs themselves! With 60 years of combined experience sellingto corporations around the world, NicholasA.C. Read and Stephen J. Bistritz , Ed.D.,conducted in-depth interviews with executive-level decision makers of more than 500organizations. One thing they learned mightsurprise you: leaders at the highest corporatelevels don t avoid sales pitches; in fact, theywelcome them-provided the salespersonapproaches them the right way. Inside thisinvaluable book, CEOs reveal exactly whichsales techniques they find most effective, aswell as those you should avoid. Selling to the C-Suite provides all the insightyou need to: Gain access to executives Establish trust and credibility Leverage relationships Create value at the executive level It also reveals when executives personallyenter the buying process and sheds light onwhat role they play. Selling to the C-Suite provides field-testedtechniques to put you well ahead of thecompetition when it comes to making thosemultimillion-dollar sales you never thoughtpossible. Codice libro della libreria AA39780071628914

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Descrizione libro McGraw-Hill Education. Hardcover. Condizione libro: New. 0071628916 Brand New Book. Ships from the United States. 30 Day Satisfaction Guarantee!. Codice libro della libreria 4704086

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Descrizione libro 2009. Hardcover. Condizione libro: New. 160mm x 24mm x 233mm. Hardcover. CEOs reveal how to sell to the top The newest addition to McGraw-Hill's long list of successful high-level sales books answers the question that has long eluded sales professionals: What d.Shipping may be from multiple locations in the US or from the UK, depending on stock availability. 205 pages. 0.490. Codice libro della libreria 9780071628914

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Descrizione libro McGraw-Hill. Hardcover. Condizione libro: New. Hardcover. 240 pages. Dimensions: 9.1in. x 6.2in. x 1.0in.Its the goal of every salesperson: getting access to senior client executivesthe C-Level decision makers responsible for approving top-dollar deals. Selling to the C-Suite is the first book that reveals how to land those career-making sales in the words of CEOs themselves! With 60 years of combined experience selling to corporations around the world, Nicholas A. C. Read and Stephen J. Bistritz , Ed. D. , conducted in-depth interviews with executive- level decision makers of more than 500 organizations. One thing they learned might surprise you: leaders at the highest corporate levels dont avoid sales pitches; in fact, they welcome themprovided the salesperson approaches them the right way. Inside this invaluable book, CEOs reveal exactly which sales techniques they find most effective, as well as those you should avoid. Selling to the C-Suite provides all the insight you need to: Gain access to executives Establish trust and credibility Leverage relationships Create value at the executive level It also reveals when executives personally enter the buying process and sheds light on what role they play. Selling to the C-Suite provides field-tested techniques to put you well ahead of thecompetition when it comes to making those multimillion-dollar sales you never thought possible. This item ships from multiple locations. Your book may arrive from Roseburg,OR, La Vergne,TN. Hardcover. Codice libro della libreria 9780071628914

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