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

  • 6h 57m 13s
  • Nicholas A.C. Read, Stephen J. Bistritz
  • Recorded Books, Inc.
  • 2018

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.

In this Audiobook

  • 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