Stephen J. Bistritz's Books

Selling to the C-Suite: What Every Executive Wants You to Know About Successfully Selling to the Top

By: Nicholas A. C. Read,Stephen J. Bistritz

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Selling to the C-Suite: What Every Executive Wants You to Know About Successfully Selling to the Top

By: Nicholas A. C. Read,Stephen J. Bistritz

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.

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Page Count

239

Publisher

McGraw Hill Professional

Published Date

ISBN 10

0071634630

ISBN 13

9780071634632

Selling to the C-Suite: What Every Executive Wants You to Know About Successfully Selling to the Top

By: Nicholas A. C. Read,Stephen J. Bistritz

Write a review Read reviews Take a Quiz Solve Book Puzzle

Selling to the C-Suite: What Every Executive Wants You to Know About Successfully Selling to the Top

By: Nicholas A. C. Read,Stephen J. Bistritz

Average ratings

N/A

Write a review

Solve jigsaw puzzle

Age

Page Count

239

Publisher

McGraw Hill Professional

Published Date

ISBN 10

0071634630

ISBN 13

9780071634632

Selling to the C-Suite, Second Edition: What Every Executive Wants You to Know About Successfully Selling to the Top

What Every Executive Wants You to Know About Successfully Selling to the Top

By: Nicholas A. C. Read,Stephen J. Bistritz

Write a review Read reviews Take a Quiz Solve Book Puzzle

Selling to the C-Suite, Second Edition: What Every Executive Wants You to Know About Successfully Selling to the Top

What Every Executive Wants You to Know About Successfully Selling to the Top

By: Nicholas A. C. Read,Stephen J. Bistritz

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.

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Age

Page Count

289

Publisher

McGraw Hill Professional

Published Date

ISBN 10

1260116409

ISBN 13

9781260116403

Book's by Stephen J. Bistritz

Selling to the C-Suite: What Every Executive Wants You to Know About Successfully Selling to the Top

Selling to the C-Suite: What Every Executive Wants You to Know About Successfully Selling to the Top

Selling to the C-Suite: What Every Executive Wants You to Know About Successfully Selling to the Top

Selling to the C-Suite: What Every Executive Wants You to Know About Successfully Selling to the Top

Selling to the C-Suite, Second Edition: What Every Executive Wants You to Know About Successfully Selling to the Top

Selling to the C-Suite, Second Edition: What Every Executive Wants You to Know About Successfully Selling to the Top

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