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

Nicholas A.C. Read; Stephen Bistritz

ISBN 10: 0071628916 / ISBN 13: 9780071628914

Editore: McGraw-Hill Education, 2009

Pages are clean and are not marred by notes or folds of any kind. ~ ThriftBooks: Read More, Spend Less 1.12. Codice articolo G0071628916I2N00

Riassunto:

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.

Informazioni sull?autore: Nicholas A.C. Read is president of SalesLabs, which helps companies drive predictable and repeatable revenue growth through the application of improved process, measurement, and skills. In 2005, he was awarded Winner of the Best Sales Trainer category in the International Business Awards, an annual awards show that has been dubbed “the business world’s own Oscars” by the New York Post. He splits his time between North America, Asia, and Europe. For more information, go to www.saleslabs.com.
Stephen J. Bistritz, Ed.D., has more than four decades of high-technology sales, sales management, and training management experience dealing with companies ranging from start-ups to global leaders. He is currently president of his own sales training and consulting firm based in Atlanta, Georgia. For more information, go to www.sellxl.com.

Dati bibliografici

Titolo: Selling to the C-Suite: What Every Executive...
Casa editrice: McGraw-Hill Education
Data di pubblicazione: 2009
Legatura: Hardcover
Condizione: As New
Condizione sovraccoperta: No Jacket