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

Read, Nicholas A.C.; Bistritz, Stephen J.

  • 3.82 out of 5 stars
    226 ratings by Goodreads
 
9781260116427: Selling to the C-Suite, Second Edition: What Every Executive Wants You to Know About Successfully Selling to the Top
Hardcover
ISBN 10: 1260116425 ISBN 13: 9781260116427
Publisher: McGraw Hill, 2018

Synopsis

THE CLASSIC GUIDE TO HIGH-LEVEL SELLING.
Updated with new insights from global executives.

How do the best salespeople become trusted advisors to top executives? How do they prepare the right message and get in front of the right influencers and decision-makers? How do they close major sales and establish loyalty for the long-term? 

The authors of this groundbreaking book took a novel approach to answer these questions by asking more than 500 senior decision-makers what they look for when salespeople call. What these top executives reveal will change the way you sell. 

This second edition has been updated with new insights on how to stand out and succeed in a market where executives are using social media and other technologies as a key part of their buying process. You’ll learn how to:
•Target the most relevant executives in any sales opportunity
•Win support from the executive’s network of gatekeepers and influencers
•Position yourself as the supplier who will add the most value with least risk
•Update your prospecting and selling skills for the digital age
•Sell higher, win bigger, and close faster.

Based on the world’s largest study of its kind, Selling to the C-Suite, Second Edition blends empirical research with practical insights to help you sell higher, faster, and stronger.

"synopsis" may belong to another edition of this title.

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.

"About this title" may belong to another edition of this title.

Publisher
McGraw Hill
Publication date
2018
Language
English
ISBN 10 
1260116425
ISBN 13 
9781260116427
Binding
Hardcover
Edition number
2
Number of pages
288
Rating
  • 3.82 out of 5 stars
    226 ratings by Goodreads