Title: Selling to the C-suite
Subtitle: what every executive wants you to know about successfully selling to the top
First published: 2010
Description: It's the goal of every sales person: getting access to senior client executives-the C-Level decision makers responsible for approving top-dollar deals. Selling to theC-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 don't avoid sales pitches; in fact, they welcome them-provided the sales person approaches them the right way. Inside this invaluable 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 executivesEstablish trust and credibilityLeverage relationshipsCreate value at the executive levelIt also reveals when executives personallyenter 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 the competition when it comes to making those multimillion-dollar sales you never thought possible.
Subjects: Selling, Sales executives, Business, Nonfiction, Sales personnel, Executives
LC classification: HF5438.25 .R38 2010