SELLING TO THE C-SUITE READ NICHOLAS BISTRITZ STEPHEN Bankowa.pl

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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