Publisher: McGraw-Hill, 2010, 205 pages
Its 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:
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.
This is something as unusual as a Business-to-Business sales book (not very uncommon) that in fact has some value. It doesn't give you any hints on how to get into the door or onto the agenda, but as soon as you have access to an executive, this book may help you understand what is expected of you.
Absolutely worth reading, as it explains the top executive mindset in a very good manner.