The key to the C-suite
Subtitle: what you need to know to sell successfully to top executives
By: Michael J. Nick
Publisher: American Management Association
Published: 2011
Place of publication: New York
Language: eng
ISBN-13: 9780814417300
Subjects: Sales management; Selling; Consumer behavior; Executives
Notes: Includes index.
Table of contents: title: The C-suite effect; title: Building your value inventory; title: Identifying your prospect's threshold for pain; title: Determining your value to the C-suite; title: Collecting information during your sales process; title: The stages of the sales process: Qualify,  Discovery, Present solution, Due diligence, Close; title: Creating a financial dashboard; title: Presenting your C-suite findings; title: Building your business case; title: What they don't teach you in sales training; title: Assembling the pieces : road map to the C-suite.