Publisher: Amacom, 2011, 188 pages
With budgets more stringent than ever, important purchasing decisions have moved up the ladder to the C-suite. And when it comes to selling to those at the highest level, author Michael Nick has a revelation for you: ROI is no longer the key metric for making purchasing decisions.
In The Key to the C-Suite, he reveals the ten tangible metrics C-level executives do look for, and teaches readers to apply those metrics to build a case for their products and services that will unlock the door to greater sales.
You’ll learn how to:
These days, it is crucial for sales professionals to be able to communicate the positive effect their products or services will have on a company’s financial statements. The Key to the C-Suite explains how to showcase bottom-live value using individually trackable and measurable metrics that will win over companies’ top decision makers.