net price + 5% vat.
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.
Table of Contents
Ch. 1 When Do Executives Get Involved in the Decision Process? 1
Ch. 2 A Brave New World for Sales and Marketing 25
Ch. 3 Understanding What Executives Want 47
Ch. 4 How to Gain Access to the Executive Level 69
Ch. 5 How to Establish Credibility at the Executive Level 101
Ch. 6 How to Create Value at the Executive Level 123
Ch. 7 Cultivating Loyalty at the C-Suite 141
Afterword 157
App. 1 Guide to Customer Research 165
App. 2 Tools for Building the Executive Relationship 173
Notes 185
Recommended Associations 187
Recommended Reading 191
Index 197
240 pages, Hardcover