Selling to the C-Suite: What Every Executive Wants You to Know About Successfully Selling to the Top (Hardcover)
Its the goal of every salesperson: gettingaccess to senior client executivestheC-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 t...
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.
Its the goal of every salesperson: gettingaccess to senior client executivestheC-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 dont avoid sales pitches; in fact, theywelcome themprovided 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.
|Genre||BUSINESS & ECONOMICS / Sales & Selling / General|
|Publisher Date||2009-08-18 00:00:00.0|
|Unit weight||1.1 lb|
|Subtitle||What Every Executive Wants You to Know About Successfully Selling to the Top|
|Authors||Read, Nicholas A. C.|
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