The key to the C-suite : what you need to know to sell successfully to top executives /
Nick, Michael J.
The key to the C-suite : what you need to know to sell successfully to top executives / Michael J. Nick - New York : American Management Association, 2011 - xiv, 188 p. : ill. ; 24 cm.
Includes index
The C-suite effect -- Building your value inventory -- Identifying your prospect’s threshold for pain -- Determining your value to the C-suite -- Collecting information during your sales process -- The stages of the sales process: Qualify, Discovery, Present solution, Due diligence, Close -- Creating a financial dashboard -- Presenting your C-suite findings -- Building your business case -- What they don’t teach you in sales training -- Assembling the pieces : road map to the C-suite
9780814417300 0814417302
Selling
Sales management
Executives
Consumer behavior
The key to the C-suite : what you need to know to sell successfully to top executives / Michael J. Nick - New York : American Management Association, 2011 - xiv, 188 p. : ill. ; 24 cm.
Includes index
The C-suite effect -- Building your value inventory -- Identifying your prospect’s threshold for pain -- Determining your value to the C-suite -- Collecting information during your sales process -- The stages of the sales process: Qualify, Discovery, Present solution, Due diligence, Close -- Creating a financial dashboard -- Presenting your C-suite findings -- Building your business case -- What they don’t teach you in sales training -- Assembling the pieces : road map to the C-suite
9780814417300 0814417302
Selling
Sales management
Executives
Consumer behavior