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

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

Audiobook(CD - Unabridged)

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Product Details

ISBN-13: 9781978605664
Publisher: Brilliance Audio
Publication date: 06/24/2018
Edition description: Unabridged
Product dimensions: 6.50(w) x 5.50(h) x 1.12(d)

About the Author

Nicholas A.C. Read enjoyed a top career in sales before consulting to the profession. His award-winning training workshops and software are used by companies and business schools worldwide. For more information go to www.saleslabs.com.

Stephen J. Bistritz, EdD has more than four decades of sales and sales management experience. His sales training workshops integrate the research-based models described in this book. For more information go to www.sellxl.com.

Table of Contents

Foreword
Preface
Acknowledgments
Chapter 1: When Do Executives Get Involved in the Decision Process?
Chapter 2: Marketing to the C-Suite
Chapter 3: Understanding What Executives Want
Chapter 4: How to Find the Relevant Executive
Chapter 5: How to Gain Access to the C-Suite
Chapter 6: How to Establish Credibility with the C-Suite
Chapter 7: How to Create Value for the C-Suite
Chapter 8: Cultivating Loyalty at the C-Suite
Afterword
Appendix A: Guide to Client Discovery
Appendix B: Tools for Building the Executive Relationship
Recommended Reading
Recommended Associations and Organizations
Notes
Index

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