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

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    Selling to the C-Suite: What Every Executive Wants You to Know About Successfully Selling to the Top (Hardcover)
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    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 t...

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    ITEM#: 11998021

    Nicholas A.C. Read is president of SalesLabs,which helps companies drive predictable andrepeatable revenue growth through the applicationof improved process, measurement, andskills. In 2005, he was awarded Winner of theBest Sales Trainer category in the InternationalBusiness Awards, an annual awards showthat has been dubbed “the business world’sown Oscars” by the New York Post. He splitshis time between North America, Asia, andEurope.For more information, go towww.saleslabs.com.
    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.

    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.

    Specs

    ISBN 9780071628914
    Genre BUSINESS & ECONOMICS / Sales & Selling / General
    Format Hardcover
    Pages 205
    Publisher Date 2009-08-18 00:00:00.0
    Publisher McGraw-Hill
    Copyright Year 2010
    Height 9.75 in
    Wdth 6.5 in
    Thickness 0.75 in
    Unit weight 1.1 lb
    Language English
    Subtitle What Every Executive Wants You to Know About Successfully Selling to the Top
    Edition Number 1
    Audience General/trade
    Authors Read, Nicholas A. C.

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