PDF Ebook 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
Even the rate of a book 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 is so budget-friendly; lots of people are really thrifty to establish aside their cash to acquire the e-books. The other factors are that they feel bad and also have no time to head to guide shop to search guide 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 to review. Well, this is modern-day period; numerous books can be got quickly. As this 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 and much more books, they could be obtained in really fast means. You will certainly not have to go outside to get this publication 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
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
PDF Ebook 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
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 Actually, publication is truly a window to the globe. Also lots of people might not such as reading books; the books will always offer the specific details concerning truth, fiction, encounter, adventure, politic, religious beliefs, as well as more. We are below a site that offers compilations of publications greater than the book establishment. Why? We provide you great deals of varieties of connect to obtain guide 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 On is as you require this 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 You could discover this book effortlessly right here.
Yet, exactly what's your concern not too liked reading 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 It is an excellent activity that will consistently offer wonderful advantages. Why you end up being so strange of it? Several things can be sensible why individuals don't prefer to review 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 It can be the dull tasks, the book 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 compilations to review, even careless to bring nooks almost everywhere. Today, for this 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, you will begin to love reading. Why? Do you know why? Read this web page by finished.
Beginning with seeing this site, you have actually tried to start caring reading a publication 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 This is specialized website that sell hundreds compilations of publications 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 from great deals resources. So, you will not be burnt out anymore to select the book. Besides, if you likewise have no time at all to search the book 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, merely sit when you're in office as well as open up the web browser. You could discover this 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 inn this website by hooking up to the internet.
Obtain the connect to download this 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 as well as start downloading and install. You could want the download soft file of the book 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 by going through other tasks. And that's all done. Now, your turn to review a publication is not always taking as well as carrying the book 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 anywhere you go. You can conserve the soft file in your device that will never be far away and also read it as you such as. It resembles reviewing story tale from your gadget then. Now, start to enjoy reading 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 and obtain your brand-new life!
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.
- Sales Rank: #69196 in Books
- Published on: 2009-09-08
- Original language: English
- Number of items: 1
- Dimensions: 9.20" h x .90" w x 8.90" l, 1.08 pounds
- Binding: Hardcover
- 240 pages
From the Back Cover
CEOs Reveal the Secrets for Selling to the Top
“The business world is drowning in a flood of sales books. The trouble is that most of these books are about how to sell, without a clue about how customers buy. . . . This book is different. It is firmly rooted in how people buy and so it works.”
―NEIL RACKHAM, author of SPIN Selling
“Those new to executive sales will find a game plan they can use immediately. Veterans who regularly call on executives will use this book to sharpen their game.”
―CHIP BRUBAKER, Vice President-Americas Sales Readiness, CA, Inc.
“If you’ve always wondered how the other sales guy got to the CEO and you didn’t, start reading this book and earn serious commissions!”
―LINDSAY LYON, CEO, Mobilarm, and former GM Commercial Sales for Hewlett-Packard Australia
“Nic Read and Dr. Bistritz have done a masterful job summarizing how to approach and sell to executives. If you read this and apply its secrets, you’ll win more, more of the time.”
―MICHAEL GALLAGHER, President, The Stevie Awards for Sales & Customer Service
“Practical advice on how to get to the decision-makers in the context of sales . . . Having learned these lessons the hard way while transforming a Chinese state-owned enterprise into a globally competitive business, I wish this book had been available when I first started!”
―GEOFF WATSON, former Vice President, Alcoa China
"We hear a lot about being a Trusted Advisor, but what does that really mean? The authors clearly define that role with the insight, definition and actions required to establish and sustain credible value-based engagements with senior executives. If your success depends on being engaged early in your customer’s decision process and you’re in a market that demands value based differentiation then this is a must read."
―GARY SUMMY, Direct Sales Development, Trane Commercial Systems, and Directors of the Strategic Account Management Association (SAMA)
"Selling to the C-Suite uncovers what were once 'mysterious secrets' of effectively approaching and building long lasting relationships with relevant executives. It is a no-nonsense playbook for a win-win sales approach, credible, applicable and powerful.”
―RAFAELA REYES, Senior Training & Development Manager, Brother International
"As an educator on the college level teaching professional selling, I found this book to be invaluable if you are interested in learning how to sell to the top executives. Not only does it help you understand when to engage the executive, it also tells you how to get access. If that was not enough the book also focuses on how to create value and build credibility with the executives."
―DAN C. WEILBAKER, Ph.D., McKesson Pharmaceutical Group Professor of Sales, Northern Illinois University
"Steve and Nic provide a great history lesson that helps us understand why Marketing and Sales is different in the new millennium and provides the research background to prove their points. If you want to become effective at the C-Suite, this book--its references, models, and tools--[is] incredible."
―JIM GRAHAM, former Chief Learning Officer, R.R. Donnelley
"To not adopt these concepts puts you at risk to being left out in the lobby, while your competitor is in the client’s boardroom."
―MICHAEL BOLAND, coauthor of Get-Real Selling
"Too many salespeople have no idea if they're winning or losing, and it's usually because they're meeting the wrong people and asking the wrong questions too low down the food chain. As a result, their sales forecasts are no better than a lottery. This book pulls no punches in showing why sales and marketing fails to connect to executives, and what to do about it."
―GORDON CLUBB, Managing Director, SAS Institute Australia & New Zealand
"This is a very practical approach to calling on executives. The authors tell us why it is important and how to do it. Getting access to the executive level is one battle, but knowing what to talk to them about when you get there is another. . . . Every organization calling on Fortune 1000 companies needs this information."
―RENIE MCCLAY, former president of the Professional Society for Sales and Marketing Training (SMT)
“Great information on a critical topic for all salespeople. The sale to an executive is made during the questioning process, not in your product presentation. You can’t sell anything to an executive until you have first sold yourself.”
―DUANE SPARKS, author of Action Selling and Chairman of The Sales Board
About the Author
Nicholas A.C. Read is president of SalesLabs, which helps companies drive predictable and repeatable revenue growth through the application of improved process, measurement, and skills. In 2005, he was awarded Winner of the Best Sales Trainer category in the International Business Awards, an annual awards show that has been dubbed “the business world’s own Oscars” by the New York Post. He splits his time between North America, Asia, and Europe. For more information, go to www.saleslabs.com.
Stephen J. Bistritz, Ed.D., has more than four decades of high-technology sales, sales management, and training management experience dealing with companies ranging from start-ups to global leaders. He is currently president of his own sales training and consulting firm based in Atlanta, Georgia. For more information, go to www.sellxl.com.
Most helpful customer reviews
17 of 18 people found the following review helpful.
"Calling High" turned into a workable concept
By Christian Maurer
In tough times, spending limits are always curtailed with the effect that more decisions are made or need approval by someone in the C-Suite. The age old recommendation of "calling high" is therefore of high actuality. Yet many sales people struggle to get access to the senior executives and even more so to hold meaningful conversations at this level. In today's economic environment this capability gap can become career threatening.
« Selling to the C-Suite » by Nicholas A.C. Read and Stephen J. Bistritz offers very practical advise how to close this gap. It is not one of those thousands of books flooding the business book market written in the style of "This is what I did, I was successful, there is no reason it should not work for you." Instead, "Selling to the C-Suite" is packed with research based concepts that have successfully been applied by thousands of practitioners. Instead of looking what people did who were successful to sell to the C-suite, the research focused on how senior executives want to buy.
With the concept of the relevant executive, the authors help salespeople to understand exactly what "calling high" means for a particular client. This relevant executive cannot be identified by just looking at an organization chart. The relevant executive is not only defined by his/her high rank but also by his/her high influence. The book gives good clues how to determine this influence.
The authors are also helping us to understand , based on their research, when senior executive are involved in a buying decision. It is not when they actually sign the contract. They are involved early when a problem surfaces where "work-arounds" do no longer contain the consequences caused by the problem and a project needs to be defined for finding a new way of how to address this problem. Usually when the vision is clear how the problem can be solved by buying something, the selection of the vendor offering suitable solutions is delegated. The executive's interest in the project increases again once the solution is in place. At this point in time they want to know what value the solution actually delivers to their business.
Calling to executives early, requires a higher proficiency of selling. Indicators are given helping an individual to check his/her actual level of sales proficiency and throughout the book practical advice can be found what it takes to close the gap.
Preparation is key in selling to the C-Suite. There is a chapter in the book helping to gain an understanding what executives want. In an appendix of the book, there is a very practical guide to customer research how to find clues of what a particular executive wants specifically.
How to gain access and how to establish credibility with executives are other important topics. It also has been said many times, that sellers today are no longer "messengers of value" they have to be "providers of value". How this can be achieved is also very clearly explained? The explanation that value is to be articulated differently depending on the status of the customer project is particularly insightful. It is recommended to use a Value Hypothesis to articulate the problem, a Value Proposition to help with the buying decision and a Value Message, to confirm the value that has been delivered through the solution. However the structure recommended for the Value Proposition seems to be a bit to rigid. I doubt that the template where just some blanks are to be filled in is still effective today.
Knowing when executives are involved in a project is also a key concept how to cultivate loyalty.
To help the reader to transition from knowing to doing, there is an appendix with worksheets providing a tool box how to apply the concepts in daily practice.
This description of the content does not represent the flow of the chapters in the book. Not mentioned yet is Chapter 2 of the book.
This is one of the most concise discussions on B2B Marketing, how it differs from B2C Marketing and how the Internet has changed the role of selling I have ever seen. This chapter alone is an alternative reason for buying the book. Understanding its contents is not only relevant for people wanting to sell to the C-Suite. It is essential for anyone who seeks to have a lasting career in direct sales.
For people wanting to sell to the C-Suite this book is a must read anyhow.
10 of 10 people found the following review helpful.
Applied 'Selling High' - practical strategies...
By Keith Morris
I experienced a huge number of 'ahaa' type moments when I read this book.
I like many things about this work by Read and Bistritz, but one of the best things is that it is based on evidence and not just the sometimes unique, and often dated, sales experiences of individual Salespeople that you find in other books.
For example, tracking through the section on When Do Individuals Get Involved in the Decision Process?, based on my personal experience of large, long cycle service selling this is 100% spot on. I'm glad to see that the book doesn't offer some cheap trick as a solution to winning over C-Suite Executives, but rather focuses on the way that we can develop value, thereby making ourselves, as Salespeople, true 'Trusted Advisors'.
This is an excellent book that I would recommend to anyone who wants to rise above the pack, and who wants to go beyond the level of commodity selling.
5 of 5 people found the following review helpful.
The Key to Selling Success: Filling a Vacuum for C-Level Executives...and Others
By Thomas M. Loarie
My good friend, Greg Van Ess, introduced me to "Selling to the C-Suite" to get my take, as a CEO, on the research and suggested approach to selling to C-level executives outlined by authors Nicholas Read and Stephen Bistriz. I gave Greg an interim assessment when I was only about one-third into the book - "this book is `spot on' regarding selling into the C-suite" but, Greg, this book's audience extends far beyond the author's target audience."
I have now finished the book and will be more specific, "Selling to the C-Suite" is a invaluable guide for salespeople...and for ALL executives, managers, and professionals "selling" up, down, and across organizations, and for job-seekers trying to land a new position.
Extensive research, statistics, case studies and anecdotes (FranklinCovey) show TRUST is a driving force in today's global economy. Read and Bistriz reinforce and tailor this for those selling into the C-suite with their independent, groundbreaking research conducted over ten years with C-suite leaders from 500 diverse companies and government bodies. A successful C-level relationship - open to products, services or ideas - is built around trust.
"Selling to the C-Suite" is organized around key research questions poised by the authors (think broadly by substituting employee, manager, job seeker, etc for salespeople and you will see what I gleaned about application):
* When do executives get involved in the buying process for major decisions?
* How do salespeople gain access to executives?
* How can salespeople establish credibility with executives?
* How can salespeople create value at the executive level?
* Is executive buying behavior consistent across cultures?
Key take-aways include 1) get involved with the decision process early when executives are actively involved, 2) target the relevant executive (not always obvious), 3) be prepared and understand the problems and opportunities the company is focused on, 4) use each and every opportunity to establish oneself as a knowledgeable, value-added `trusted advisor,' and always exhibit integrity through words and action.
CEOs are faced with a series of problems/opportunities to be solved/exploited ranging from product/service issues, financing, functional, to board, regulatory, and, just plain old human interactions. As I have told others, it is hard to relax. Once you have solved one problem or seized an opportunity, ten more show up. I have likened this to the time I climbed Mt. Lassen in northern California. Once on top, I saw many more mountains - each taller - to climb. There is little time to bask in success.
Those who understand this perspective readily understand a C-level executive's need to have `trusted advisors." Often, there is little time to deliberate on key decisions and the need for people you can trust - inside and out the organization - is paramount to finding a course of action. This is the pot of gold - the opportunity to assert oneself and establish credibility and competence.
"Nature is fascinated by talent, but it pays off on character" - John Gardner.
See all 60 customer reviews...
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 PDF
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 EPub
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 Doc
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 iBooks
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 rtf
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 Mobipocket
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 Kindle
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 PDF
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 PDF
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 PDF
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 PDF
