Selling to the C-Suite: What Every Executive Wants You to Know About Successfully Selling to the Top | Date: 28 April 2011, 08:06
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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, Dr. Stephen J. Bistritz
* Publisher: McGraw-Hill
* Number Of Pages: 240
* Publication Date: 2009-08-18
* ISBN-10 / ASIN: 0071628916
* ISBN-13 / EAN: 9780071628914
Product Description:
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.
Summary: Read the book
Rating: 5
Concise and complete directions to help you connect with the best person(s) who have the ability to implement your product or service. I found the Appendix especially useful and alone worth the price of admission.
Summary: The Excutive Selling Bible
Rating: 5
If your personal goal is to be a highly successful B-to-B sales professional then this book is a 'must read' for you. I only wish this book had been around when I was selling and managing sales for 35 years at Honeywell and IBM. We were well trained, but truly effective executive selling skills were most often learned on the job. This book cuts to the chase. It provides the understanding, skills, and techniques needed to gain access to, earn credibility with, and provide true value to, the most relevant executive decision maker(s) in your client's organization.
In my opinion, this is the 'executive selling bible'. Read, execute, and grow rich.
Summary: All Sales people should read this book
Rating: 5
many sales people may have attended lots of trainings or workshop about how to sale to C- level. or heard many times about 'the trusted advisor' . I must say that C-Suite is not a book with simple concepts or a workshop summary, it is a very good 'sales bible' for both new and very experienced sales professional. it shares lots of real live cases and experience. the book is also very easy to understand and then make it into practice. Sales people who feel not confident to call on C- level, will find answers in this book. The fundamentals to call `HIGH' and those real example about how to approach, will be very helpful in their real environment. I myself doing lots of sales consulting work in China region, i found this book is also very helpful for people who wants to be working in different culture environment.
Spring Weng
Spring GBC & Associate
Summary: Getting a Phone Call Started
Rating: 4
As an entrepreneur looking to reach C-level decision-makers, I'm looking for specifics, not platitudes, and when I find them that's when this book is really powerful for me. For instance, it's sound advice that you should look for the highest ranking executive with the most to gain or less from whether your application gets plugged into the equation. LIkewise, I really liked being able to rank the four primary methods of gaining an approach, and learning that the overt approach is dead on arrival for 80% of executives, vs. the sponsored or referral method.Does it make sense that the internal sponsor helps the most? Absolutely. Details like that make this book strong.
Summary: Selling to the C-Suite is based on research, and lays out the when and how.
Rating: 5
Sales professionals who align with key executive decision makers, early in the sales process, have a higher win rate and make more money than their peers. Steve and Nic have meticulously researched and distilled the best practices that distinguish the sales people who can sell at the executive level and are seen as trusted advisors. Credibility is the foundation of being a trusted advisor. Selling to the C-Suite lays out when and how to access Executives, as well as how to establish credibility and value.
Bill Walden
HP Software Sales Ops, Strategy Planning and Programs
Former Sales Effectiveness Director at the TAS Group
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