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The newest addition to McGraw-Hillï¿½s 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.
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