Think Like a CEO - Sell to Any Company in Any Industry...Better and Faster than a Harvard MBA (2008 Axiom GOLD Medal Winner - Sales) (2008 Independent Publisher Award GOLD Medal Winner - Business) - Hardcover

Mark Kuta

Hardcover

ISBN 10: 0971303126 ISBN 13: 9780971303126

Publisher: Flow Publishing, 2007

Synopsis

*** 2008 Axiom Business Book Award GOLD MEDALIST - SALES ***2008 Independent Publisher Award GOLD MEDALIST - BUSINESS *** Think Like a CEO outlines a Business Strategy focused on driving top line revenue. Everyone in the business who touches, or sells needs to think like the CEO of the business they are calling on. The tools and templates of the Wall Street Selling Methodology TM are unique and unlike any other sales method. This is not a book filled with fluff or feel goods that promise results. It is not a repackaging of personality definitions, and it doesn t walk you through ten or fifteen or twenty yes/no questions to tell you that your deal is qualified. This methodology will transform the way you approach your sales tasks, and allow you to compete and excel in this environment. Here are just a few sample questions that will take you less than 2 minutes to discover before you make that next call. 1. How is your prospect performing relative to its competitors? 2. How is your prospects productivity relative to its competitors? 3. What are the industry issues your prospect is dealing with? 4. What is your prospects Cash2Cash Cycle and how will you impact it? 5. What are the Profit Strategies you prospect is pursuing, and how do you align to them? These are just several examples of how you will be differentiating yourself from your competition, and be developing a message that will resonate with your C-Level client, as well as throughout his organization.

About this title

From the Inside Flap

Right from the opening paragraph, Think Like A CEO puts you on the ground selling to C-Level executives. You will learn the concepts, strategies and tools to get inside the head of the senior executive you are calling on, and truly become that "trusted advisor".

About the Author

Mark Kuta has sold over $140 million in technology solutions to C-Level executives. A significant number of these sales were at greater than list price an unheard of feat in the software industry. Mark has closed deals in a variety of different industries, as demonstrated by his client list which includes General Motors, TRW, General Electric, Honeywell, NACCO, Juniper Networks, Delphi, Steelcase, Ingersoll Rand, Emerson Electric, Harris Industries, Grupo Industrial de Saltillo, Cisco Systems, Qualcomm, Agilent and Vitro, SA. Since formalizing the Wall Street Selling Methodology TM in the Award Winning book Think Like a CEO, he has become a highly sought-after speaker for national conferences, as well as an advisor to senior executives from companies throughout the world. Mark holds a Master of Business Administration degree from the Leeds School of Business at the University of Colorado and a Bachelor of Science degree from the University of Arizona. He is fluent in Spanish and Portuguese and has served on numerous boards. Always looking for adventure, he has scaled Colorado 14ers, hiked the Grand Canyon, backpacked around the world, and raised children. When he s not helping companies increase their top line sales and profitability, Mark is spending time with his wife of 18 years, their two children and German Shepherd Dog. You might also find Mark snowboarding, competing in triathlons, and playing the electric guitar.

Edition details

• Publisher: Flow Publishing
• Publication date: 2007
• ISBN 10: 0971303126
• ISBN 13: 9780971303126
• Binding: Hardcover
• Language: English
• Edition number: 1
• Number of pages: 292