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

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

• ISBN13: 9780071628914
• ISBN10: 0071628916
• Edition: 1st
• Format: Hardcover
• Copyright: 2009-09-08
• Publisher: McGraw-Hill Education

Summary

The newest addition to McGraw-Hill�s long list of successful.high-level sales books answers the question that.has long eluded sales professionals: What do CEOs.want to hear? .To learn the answer, the authors went straight to the.source. Over a period of 10 years, they interviewed.more than 500 executives, who revealed which sales.techniques they respond to. Readers will learn how.to gain access to CEOs, cultivate their trust, and close.the sale.

Author Biography

Stephen J. Bistritz, Ed.D., is president of his.own sales training and consulting firm.
.Nicolas A.C. Read is president of SalesLabs and.former executive director of the revenue and growth risk.services practice of Ernst And Young.

Table of Contents

Preface
A Brave New World For Sales And Marketing
Part 1: When Do Executives Get Involved In The Decision Process?
Chapter 1: Executive Involvement In The Buying Cycle
Chapter 2: Four Stage Of Sales Proficiency
Chapter 3: How To Do Highly Effective Research
Chapter 4: Drivers Of Executive Decision-Making
Part 2: How To Gain Access To The Executive Level
Chapter 5: Identifying The Relevant Executive
Chapter 6: The Dynamics Of Organizational Influence
Chapter 7: Gaining Executive Access
Chapter 8: How Do Executives Screen And Test Salespeople?
Chapter 9: Choosing A Path
Part 3: How To Establish Credibility At The Executive Level
Chapter 10: Closing The Credibility Gap
Chapter 11: How To Make An Executive Impression
Part 4: How To Create Value At The Executive Level
Chapter 12: Structuring Meetings With The Executive
Chapter 13: Going Once, Twice, Three Times. Sold!
Appendix 1: Guide To Customer Research
Appendix 2: Tools For Building The Executive Relationship