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

by ;
  • ISBN13:


  • ISBN10:


  • Edition: 1st
  • Format: Hardcover
  • Copyright: 9/8/2009
  • Publisher: McGraw-Hill Education
  • Purchase Benefits
  • Free Shipping On Orders Over $59!
    Your order must be $59 or more to qualify for free economy shipping. Bulk sales, PO's, Marketplace items, eBooks and apparel do not qualify for this offer.
  • Get Rewarded for Ordering Your Textbooks! Enroll Now
List Price: $30.00 Save up to $7.60
  • Buy New


Supplemental Materials

What is included with this book?

  • The New copy of this book will include any supplemental materials advertised. Please check the title of the book to determine if it should include any access cards, study guides, lab manuals, CDs, etc.
  • The eBook copy of this book is not guaranteed to include any supplemental materials. Typically, only the book itself is included. This is true even if the title states it includes any access cards, study guides, lab manuals, CDs, etc.


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

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

Rewards Program

Write a Review