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

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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

Authors: Nicholas A.C. Read and Stephen J. Bistritz

Published: August 2009

eISBN: 9780071634632 0071634630 | ISBN: 9780071628914

Contents

Foreword

Preface

Acknowledgments

Chapter 1 When Do Executives Get Involved in the Decision Process?

Chapter 2 A Brave New World for Sales and Marketing

Chapter 3 Understanding What Executives Want

Chapter 4 How to Gain Access to the Executive Level

Chapter 5 How to Establish Credibility at the Executive Level

Chapter 6 How to Create Value at the Executive Level

Chapter 7 Cultivating Loyalty at the C-Suite

Afterword

Appendix 1 Guide to Customer Research

Appendix 2 Tools for Building the Executive Relationship

Notes

Recommended Associations

Recommended Reading

Index