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Selling to the C-suite : what every executive wants you to know about successfully selling to the top / Nicholas Read and Stephen Bistritz.

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Based on the worlds largest study of its kind, this groundbreaking book blends empirical research with practical insights to help you sell higher, faster, and stronger. --

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Bibliographic Details
Online Access: Full Text (via Skillsoft)
Main Authors: Read, Nicholas A. C. (Author), Bistritz, Stephen J. (Author)
Format: Electronic eBook
Language:English
Published: New York : McGraw-Hill, [2018]
Edition:Second edition.
Subjects:
Selling.
Sales executives.
Sales executives
Selling
Table of Contents:
  • Cover
  • Title Page
  • Copyright Page
  • Dedication
  • Contents
  • Foreword to the First Edition
  • 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
  • About the Authors

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