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. Youâll learn how to:
âTarget the most relevan
Table of Contents
Foreword
Preface
Acknowledgments
Chapter 1: When Do Executives Get Involved in the Decision Process?
Chapter 2: Marketing to the C-Suite
Chapter 3: Understanding What Executives Want
Chapter 4: How to Find the Relevant Executive
Chapter 5: How to Gain Access to the C-Suite
Chapter 6: How to Establish Credibility with the C-Suite
Chapter 7: How to Create Value for the C-Suite
Chapter 8: Cultivating Loyalty at the C-Suite
Afterword
Appendix A: Guide to Client Discovery
Appendix B: Tools for Building the Executive Relationship
Recommended Reading
Recommended Associations and Organizations
Notes
Index
