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

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Selling to the C-Suite: What Every Executive Wants You to Know About Successfully Selling to the Top Pub. Date: 8/18/2009 Publisher: McGraw-Hill Companies, The

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Overview

It’s the goal of every salesperson: getting

access to senior client executives—the

C-Level decision makers responsible

for approving top-dollar deals. Selling to the

C-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 salesperson

approaches them the right way. Inside this

invaluable book, CEOs reveal exactly which

sales techniques they find most effective, as

well as those you should avoid.

Selling to the C-Suite provides all the insight

you need to:

Gain access to executives
Establish trust and credibility
Leverage relationships
Create value at the executive level

It also reveals when executives personally

enter 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 thecompetition when it comes to making those

multimillion-dollar sales you never thought

possible.

Product Details

ISBN-13: 9780071628914
Publisher: McGraw-Hill Companies, The
Publication date: 8/18/2009
Edition number: 1
Pages: 240
Sales rank: 127,478
Product dimensions: 6.10 (w) x 9.10 (h) x 1.00 (d)

Meet the Author

Nicholas A.C. Read is president of SalesLabs,

which helps companies drive predictable and

repeatable revenue growth through the application

of improved process, measurement, and

skills. In 2005, he was awarded Winner of the

Best Sales Trainer category in the International

Business Awards, an annual awards show

that has been dubbed “the business world’s

own Oscars” by the New York Post. He splits

his time between North America, Asia, and

Europe.

For more information, go to

www.saleslabs.com.

Stephen J. Bistritz, Ed.D., has more than

four decades of high-technology sales, sales

management, and training management experience

dealing with companies ranging

from start-ups to global leaders. He is currently

president of his own sales training and

consulting firm based in Atlanta, Georgia.

For more information, go to

www.sellxl.com.

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

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RolfDobelli

Posted June 8, 2010

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Value-based guidance on selling to senior executives

If you are in sales, getAbstract thinks you'll like this book by Nicholas A.C. Read and Stephen J. Bistritz, who offer solid advice on how to sell to senior-level executives. They start by helping you identify and gain access to the "C-Suite" denizen - that is, the Chief Executive Officer, Chief Financial Officer, Chief Information Officer or other chiefs - you want to approach. The authors base their suggestions on hard data: the results of surveys conducted by Target Marketing Systems, Hewlett-Packard, the business school at the University of North Carolina and other institutions. Hundreds of senior-level executives answered survey questions about how they work with the "buying cycle" and with sales professionals. The authors derive useful lessons from this research to help salespeople transform themselves from "Commodity Suppliers" to "Trusted Advisers." They explain the best tactics for getting to know executives, establishing credibility and making sales as an insider who has earned the boss's confidence. The question is whether you can get upstairs the way they advise - by cultivating mid-level managers who can make that crucial suggestion to the top boss: "I know a salesperson you should meet."

To learn more about this book, check out the following web page: https://www.getabstract.com/summary/13727/selling-to-the-c-suite.html

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