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

by Stephen J. Bistritz Ed.D., Nicholas A.C. Read

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Product Details

ISBN-13: 9781260116427
Publisher: McGraw-Hill Professional Publishing
Publication date: 02/21/2018
Pages: 288
Sales rank: 590,586
Product dimensions: 6.00(w) x 9.10(h) x 1.30(d)

About the Author


Stephen J. Bistritz, Ed.D. 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.


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.

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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