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

Read, Nicholas A.C.; Bistritz, Stephen

Hardcover

ISBN 10: 0071628916 ISBN 13: 9780071628914

Publisher: McGraw-Hill Education, 2009

Synopsis

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.

About this title

About 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.

From the Back Cover

CEOs Reveal the Secrets forSelling to the Top

The business world is drowning in a flood of sales books. The trouble is that mostof these books are about how to sell, without a clue about how customers buy. . . .This book is different. It is firmly rooted in how people buy and so it works.
NEIL RACKHAM, author of SPIN Selling

Those new to executive sales will find a game plan they can use immediately.Veterans who regularly call on executives will use this book to sharpen their game.
CHIP BRUBAKER, Vice President-Americas Sales Readiness, CA, Inc.

If you ve always wondered how the other sales guy got to the CEO and youdidn t, start reading this book and earn serious commissions!
LINDSAY LYON, CEO, Mobilarm, and former GMCommercial Sales for Hewlett-Packard Australia

Nic Read and Dr. Bistritz have done a masterful job summarizing how toapproach and sell to executives. If you read this and apply its secrets, you llwin more, more of the time.
MICHAEL GALLAGHER, President, The Stevie Awardsfor Sales & Customer Service

Practical advice on how to get to the decision-makers in the context of sales . . .Having learned these lessons the hard way while transforming a Chinesestate-owned enterprise into a globally competitive business, I wish this bookhad been available when I first started!
GEOFF WATSON, former Vice President, Alcoa China

"We hear a lot about being a Trusted Advisor, but what does that really mean? The authors clearly define that role with the insight, definition and actions required to establish and sustain credible value-based engagements with senior executives. If your success depends on being engaged early in your customer s decision process and you re in a market that demands value based differentiation then this is a must read."
GARY SUMMY, Direct Sales Development, Trane Commercial Systems, and Directors of the Strategic Account Management Association (SAMA)

"Selling to the C-Suite uncovers what were once 'mysterious secrets' of effectively approaching and building long lasting relationships with relevant executives. It is a no-nonsense playbook for a win-win sales approach, credible, applicable and powerful.
RAFAELA REYES, Senior Training & Development Manager, Brother International

"As an educator on the college level teaching professional selling, I found this book to be invaluable if you are interested in learning how to sell to the top executives. Not only does it help you understand when to engage the executive, it also tells you how to get access. If that was not enough the book also focuses on how to create value and build credibility with the executives."
DAN C. WEILBAKER, Ph.D., McKesson Pharmaceutical Group Professor of Sales, Northern Illinois University

"Steve and Nic provide a great history lesson that helps us understand why Marketing and Sales is different in the new millennium and provides the research background to prove their points. If you want to become effective at the C-Suite, this book--its references, models, and tools--[is] incredible."
JIM GRAHAM, former Chief Learning Officer, R.R. Donnelley

"To not adopt these concepts puts you at risk to being left out in the lobby, while your competitor is in the client s boardroom."
MICHAEL BOLAND, coauthor of Get-Real Selling

"Too many salespeople have no idea if they're winning or losing, and it's usually because they're meeting the wrong people and asking the wrong questions too low down the food chain. As a result, their sales forecasts are no better than a lottery. This book pulls no punches in showing why sales and marketing fails to connect to executives, and what to do about it."
GORDON CLUBB, Managing Director, SAS Institute Australia & New Zealand

"This is a very practical approach to calling on executives. The authors tell us why it is important and how to do it. Getting access to the executive level is one battle, but knowing what to talk to them about when you get there is another. . . . Every organization calling on Fortune 1000 companies needs this information."
RENIE MCCLAY, former president of the Professional Society for Sales and Marketing Training (SMT)

Great information on a critical topic for all salespeople. The sale to an executive is made during the questioning process, not in your product presentation. You can t sell anything to an executive until you have first sold yourself.
DUANE SPARKS, author of Action Selling and Chairman of The Sales Board

Edition details

• Publisher: McGraw-Hill Education
• Publication date: 2009
• Language: English
• ISBN 10: 0071628916
• ISBN 13: 9780071628914
• Binding: Hardcover
• Edition number: 1
• Number of pages: 240