Getting to VITO (the very important top officer) : 10 steps to VITO's office /
Parinello, Anthony.
Hoboken, N.J. : J. Wiley,
c2005.
Includes index.
Setting the stage -- Results and the process that drives them -- Value versus values -- Your personal value -- Will the real VITO please stand up? -- VITO's VITO -- What you and VITO already have in common -- What you and VITO could have in common -- What's on VITO's mind? -- Prioritize, prioritize, prioritize -- Previews of coming attractions -- The VITO referral -- The nine VITO correspondence elements -- The fab five -- Wave goodbye to Seemore -- The voice of power -- Six goals for the big phone call -- The VITO "elevator pitch" -- Allies at the gate -- The art of the voice mail message -- Ten steps to VITO's office.
Selling.
Sales personnel
Chief executive officers.