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

Description

When do executives get involved in the decision process? -- A brave new world for sales and marketing -- Understanding what executives want -- How to gain access to the executive level -- How to establish credibility at the executive level -- How to create value at the executive level -- Cultivating loyalty at the C-suite.;Based on in-depth interviews with executive-level decision makers of more than 500 organizations; this revealing book provides field-tested techniques to put you well ahead of the competition when it comes to making those multi-million dollar sales. -- When do executives get involved in the decision process? -- A brave new world for sales and marketing -- Understanding what executives want -- How to gain access to the executive level -- How to establish credibility at the executive level -- How to create value at the executive level -- Cultivating loyalty at the C-suite.