Selling to the C-Suite, Second Edition: What Every Executive Wants You to Know About Successfully Selling to the Top (BUSINESS BOOKS) - Tapa dura
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THE CLASSIC GUIDE TO HIGH-LEVEL SELLING.Updated with new insights from global executives.
How do the best salespeople become trusted advisors to top executives? How do they prepare the right message and get in front of the right influencers and decision-makers? How do they close major sales and establish loyalty for the long-term?
The authors of this groundbreaking book took a novel approach to answer these questions by asking more than 500 senior decision-makers what they look for when salespeople call. What these top executives reveal will change the way you sell.
This second edition has been updated with new insights on how to stand out and succeed in a market where executives are using social media and other technologies as a key part of their buying process. You’ll learn how to:·Target the most relevant executives in any sales opportunity·Win support from the executive’s network of gatekeepers and influencers·Position yourself as the supplier who will add the most value with least risk·Update your prospecting and selling skills for the digital age·Sell higher, win bigger, and close faster.
Based on the world’s largest study of its kind, Selling to the C-Suite, Second Edition blends empirical research with practical insights to help you sell higher, faster, and stronger.
Biografía del autor:
How do the best salespeople become trusted advisors to top executives? How do they prepare the right message and get in front of the right influencers and decision-makers? How do they close major sales and establish loyalty for the long-term?
The authors of this groundbreaking book took a novel approach to answer these questions by asking more than 500 senior decision-makers what they look for when salespeople call. What these top executives reveal will change the way you sell.
This second edition has been updated with new insights on how to stand out and succeed in a market where executives are using social media and other technologies as a key part of their buying process. You’ll learn how to:·Target the most relevant executives in any sales opportunity·Win support from the executive’s network of gatekeepers and influencers·Position yourself as the supplier who will add the most value with least risk·Update your prospecting and selling skills for the digital age·Sell higher, win bigger, and close faster.
Based on the world’s largest study of its kind, Selling to the C-Suite, Second Edition blends empirical research with practical insights to help you sell higher, faster, and stronger.
Stephen J. Bistritz, Ed.D. has more than four decades of sales and sales management experience. His sales training workshops integrate the research-based models described in this book. For more information go to www.sellxl.com. Nicholas A. C. Read enjoyed a top career in sales before consulting to the profession. His award-winning training workshops and software are used by companies and business schools worldwide. For more information go to www.saleslabs.com.
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- EditorialMcGraw Hill
- Año de publicación2018
- ISBN 10 1260116425
- ISBN 13 9781260116427
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- Número de edición2
- Número de páginas288
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Selling to the C-Suite : What Every Executive Wants You to Know About Successfully Selling to the Top
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(2018)
ISBN 10: 1260116425
ISBN 13: 9781260116427
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Selling to the C-Suite, Second Edition: What Every Executive Wants You to Know About Successfully Selling to the Top
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Selling to the C-Suite, Second Edition: What Every Executive Wants You to Know About Successfully Selling to the Top
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Selling to the C-Suite, Second Edition: What Ever Format: Hardcover
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Selling to the C-Suite, Second Edition: What Every Executive Wants You to Know About Successfully Selling to the Top by Read, Nicholas A.C., Bistritz Ed.D., Stephen J. [Hardcover ]
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Selling to the CSuite, Second Edition What Every Executive Wants You to Know About Successfully Selling to the Top BUSINESS BOOKS
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Selling to the C-Suite, Second Edition: What Every Executive Wants You to Know About Successfully Selling to the Top (Hardcover)
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Descripción Hardcover. Condición: new. Hardcover. Selling advice right from the people you sell to! This sales classic has been updated with all-new research and insights How do you learn the best ways to sell to executives? Just ask them. Thats what the authors did for the first edition of this book, and now theyve updated their work for the new world of selling.The result of more than 500 interviews with CEOs, Selling to the C-Suite details how decision makers want to be sold to. The second edition provides brand-new discussions about evolving buying habits and addresses the widening gap between what executives reward and what sellers do. The authors reveal how iconic organizations have adapted and learned to thrive in this space, offering timely and provocative insight into what works in the current ageand providing clues about whats up next. Shipping may be from multiple locations in the US or from the UK, depending on stock availability. Nº de ref. del artículo: 9781260116427
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Selling to the C-Suite, Second Edition: What Every Executive Wants You to Know About Successfully Selling to the Top
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(2018)
ISBN 10: 1260116425
ISBN 13: 9781260116427
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Selling to the C-Suite, Second Edition: What Every Executive Wants You to Know About Successfully Selling to the Top
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Selling to the C-Suite, Second Edition: What Every Executive Wants You to Know About Successfully Selling to the Top
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(2018)
ISBN 10: 1260116425
ISBN 13: 9781260116427
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