It's the goal of every salesperson: getting access to senior client executives—the C-Level decision makers responsible for approving top-dollar deals. Selling to the C-Suite is the first book that reveals how to land those career-making sales in the words of CEOs themselves!
With 60 years of combined experience selling to corporations around the world, Nicholas A.C. Read and Stephen J. Bistritz , Ed.D., conducted in-depth interviews with executive- level decision makers of more than 500 organizations. One thing they learned might surprise you: leaders at the highest corporate levels don't avoid sales pitches; in fact, they welcome them—provided the salesperson approaches them the right way. Inside this invaluable book, CEOs reveal exactly which sales techniques they find most effective, as well as those you should avoid.
Selling to the C-Suite provides all the insight you need to:
Gain access to executives Establish trust and credibility Leverage relationships Create value at the executive level It also reveals when executives personally enter the buying process and sheds light on what role they play.
Selling to the C-Suite provides field-tested techniques to put you well ahead of thecompetition when it comes to making those multimillion-dollar sales you never thought possible.

zlib/no-category/Read, Nicholas A. C.; Bistritz, Stephen J./Selling to the C-suite 0071634630.pdf_18222714.epub

Selling to the C-suite : what every executive wants you to know about successfully selling to the top

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

Nicholas A. C. Read; Stephen J. Bistritz

McGraw-Hill Professional Publishing

McGraw-Hill School Education Group

Irwin Professional Publishing

Oracle Press

McGraw Hill LLC Professional Division, New York, 2010

United States, United States of America

New York, New York State, 2010

1, 2009

It's the goal of every sales person: getting access to senior client executives-the C-Level decision makers responsible for approving top-dollar deals. Selling to theC-Suite is the first book that reveals how to land those career-making sales in the words of CEOs themselves!With 60 years of combined experience selling to corporations around the world, Nicholas A. C. Read and Stephen J. Bistritz , Ed.D.,conducted in-depth interviews with executive-level decision makers of more than 500 organizations. One thing they learned might surprise you: leaders at the highest corporate levels don't avoid sales pitches; in fact, they welcome them-provided the sales person approaches them the right way. Inside this invaluable book, CEOs reveal exactly whichsales techniques they find most effective, aswell as those you should avoid.Selling to the C-Suite provides all the insightyou need to:Gain access to executivesEstablish trust and credibilityLeverage relationshipsCreate value at the executive levelIt also reveals when executives personallyenter the buying process and sheds light on what role they play.Selling to the C-Suite provides field-tested techniques to put you well ahead of the competition when it comes to making those multimillion-dollar sales you never thought possible.

Based on in-depth interviews with executive-level decision makers of more than 500 organizations; this revealing book provides field-tested techniques to put you well ahead of the competition when it comes to making those multi-million dollar sales. -- Edited summary from book

2021-11-29