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Full Description
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 executivesEstablish trust and credibilityLeverage relationshipsCreate 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.
Contents
Preface
A Brave New World For Sales And Marketing
Part 1: When Do Executives Get Involved In The Decision Process?
Chapter 1: Executive Involvement In The Buying Cycle
Chapter 2: Four Stage Of Sales Proficiency
Chapter 3: How To Do Highly Effective Research
Chapter 4: Drivers Of Executive Decision-Making
Part 2: How To Gain Access To The Executive Level
Chapter 5: Identifying The Relevant Executive
Chapter 6: The Dynamics Of Organizational Influence
Chapter 7: Gaining Executive Access
Chapter 8: How Do Executives Screen And Test Salespeople?
Chapter 9: Choosing A Path
Part 3: How To Establish Credibility At The Executive Level
Chapter 10: Closing The Credibility Gap
Chapter 11: How To Make An Executive Impression
Part 4: How To Create Value At The Executive Level
Chapter 12: Structuring Meetings With The Executive
Chapter 13: Going Once, Twice, Three Times. Sold!
Appendix 1: Guide To Customer Research
Appendix 2: Tools For Building The Executive Relationship
