The Key to the C-Suite and over one million other books are available for Amazon Kindle. Learn more
Qty:1
  • List Price: $22.00
  • Save: $3.89 (18%)
FREE Shipping on orders over $35.
In Stock.
Ships from and sold by Amazon.com.
Gift-wrap available.
The Key to the C-Suite: W... has been added to your Cart
Condition: Used: Good
Comment: (Hardcover) This book shows minor wear and tear, it may or may not have a cracked spine or dog eared pages.
Have one to sell? Sell on Amazon
Flip to back Flip to front
Listen Playing... Paused   You're listening to a sample of the Audible audio edition.
Learn more
See this image

The Key to the C-Suite: What You Need to Know to Sell Successfully to Top Executives Hardcover – June 18, 2011


See all 3 formats and editions Hide other formats and editions
Amazon Price New from Used from
Kindle
"Please retry"
Hardcover
"Please retry"
$18.11
$12.75 $5.98

Simple Rules by Donald Sull
Simple Rules by Donald Sull
Check out the newest book by Donald Sull. Learn more | See related books
$18.11 FREE Shipping on orders over $35. In Stock. Ships from and sold by Amazon.com. Gift-wrap available.

Frequently Bought Together

The Key to the C-Suite: What You Need to Know to Sell Successfully to Top Executives + Selling to the C-Suite:  What Every Executive Wants You to Know About Successfully Selling to the Top + The Challenger Sale: Taking Control of the Customer Conversation
Price for all three: $52.74

Buy the selected items together


Editorial Reviews

Book Description

With budgets more stringent than ever, important purchasing decisions have moved up the ladder to the C-suite. These days, it is crucial for sales professionals to understand the financial metrics senior level executives use to make strategic buying decisions and be able to communicate the positive effect their products or services will have on a company’s financial statements.

This book shows readers how to build a convincing business case and present it to C-level executives. Readers will discover how to:

• Find key financial information on a prospect

• Determine a corporation’s financial stability

• Clearly define the value of the product or service they are selling

• Calculate the value impact of their offerings in financial metrics

Clarifying how sales packages fit into metrics such as return on asset, return on equity, operating costs, net profit, and earnings, this book reveals how readers can determine their product’s value as perceived by an organization’s ultimate decision makers, and unlock the door to greater sales.

From the Inside Flap

As economic realities press ever more forcefully on business, executives will be keenly aware of the specific financial ramifications of every large buying decision. In fact, they’re unlikely to pull the trigger without the direct and detailed involvement of their own finance teams.

In short, the buy will be tied not just to a general sense of strategy but also to individual, targeted components of a budget or forecast. To sales professionals like you, this means understanding how top executives evaluate and prioritize potential purchases, recognizing the challenges they face, and presenting your product or service as a value proposition.

Packed with real financial knowledge, but geared toward the layman, The Key to the C-Suite identifies and defines ten key financial metrics that C-Suite executives use throughout their buying-decision process and shows you how to build your value proposition and business case to complement theirs. The book also guides you in:

• Defining your value and building a value inventory

• Calculating and communicating your potential value impact on a prospect’s C-Suite metrics

• Discovering and analyzing prospects’ financial information so you can tailor your approach to their financial realities

• Forming and asking the questions that will repeatedly lead your prospect back to your value proposition

• Preparing and delivering the formal presentation to C-level executives

The Key to the C-Suite also provides an array of powerful tools to help you not only redesign your general business approach but also tailor it on a prospect-by-prospect, client-by-client basis. In addition to resource information on where to find financial metrics for corporations in 19 major industries, you will have:

• Clear definitions and examples of the financial metrics used in strategic decision making

• A Value Inventory Matrix tool linking your proposition directly to specific client needs

• Step-by-step instructions for creating the value-focused questions you need to ask

• Presentation tools and strategies, with many real-world examples from the author’s own experience and customer base

• Parallels and links with other major sales methodologies to take advantage of familiarity

• And much more

Each chapter concludes with a detailed summary that neatly encapsulates major concepts and lays the groundwork for your next steps.

Perhaps most important, The Key to the C-Suite helps you understand the financial language and realities that inform and drive every major buy­ing decision. And if that language is the key to the buy, shouldn’t it also be the secret of your sales success?

Michael Nick is the author of ROI Selling, as well as president and founder of ROI4Sales, Inc. He has taught selling techniques, developed sales tools, and implemented sales processes at companies throughout the world, including Hewlett Packard, Microsoft Great Plains, NEC, Emerson, Oracle, S1 Corporation, Rockford Automation, Autodesk, 3E Company, Imation, and TSYS.

NO_CONTENT_IN_FEATURE

Best Books of the Month
Best Books of the Month
Want to know our Editors' picks for the best books of the month? Browse Best Books of the Month, featuring our favorite new books in more than a dozen categories.

Product Details

  • Hardcover: 188 pages
  • Publisher: AMACOM (June 18, 2011)
  • Language: English
  • ISBN-10: 0814417302
  • ISBN-13: 978-0814417300
  • Product Dimensions: 9.1 x 6.2 x 0.9 inches
  • Shipping Weight: 15.2 ounces (View shipping rates and policies)
  • Average Customer Review: 4.3 out of 5 stars  See all reviews (9 customer reviews)
  • Amazon Best Sellers Rank: #784,776 in Books (See Top 100 in Books)

More About the Author

Discover books, learn about writers, read author blogs, and more.

Customer Reviews

4.3 out of 5 stars
Share your thoughts with other customers

Most Helpful Customer Reviews

8 of 8 people found the following review helpful By Jim Estill on June 27, 2011
Format: Hardcover
"C-level executives make buying decisions based on the strategic effect that a purchase will have on a set of key financial metrics or levers." The book makes a compelling case for using Metrics when selling- things like Return on Assets, Return on Investment, Earnings, Debt to Equity ratios etc.

Nick suggests that you need to know how your product or service impacts these metrics. And understanding your strengths in those areas will help you make a more compelling case to help you sell.

As a former CEO, I have strong opinions of my own on how to sell to CEO's. My top 5 rules include:

1 - Respect the executives' time in all interactions. Most CEOs get hundreds of emails so keep any emails short. Most CEOs get invited to lunch or dinner daily so keep those short. Most CEOs have fairly aggressive schedules so be on time and stick to the time granted.

Anything you can do to save the executive time will help make the sale. I recall one creative sales person who offered to give me a ride to the airport so had my uninterrupted attention for 50 minutes.

2 - Make sure the CEO is the one you need to sell to. Sure it helps if the CEO is onside but many CEOs delegate decisions in many areas to their staff. I recall sitting through a detailed presentation on trucking complete with glossy brochures. After wasting an hour of my time, I simply put a post-it note on the brochure and passed it to my shipping manager "these guys presented to me - call them if you want".

3 - Treat everyone well. How you treat the receptionist, the assistant and the person doing research for the CEO will get back to the CEO. And besides, they are just doing their job and it is lower stress to be nice anyways.

4 - Do your homework.
Read more ›
1 Comment Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback. If this review is inappropriate, please let us know.
Sorry, we failed to record your vote. Please try again
1 of 1 people found the following review helpful By Stephanie Campbell on December 14, 2013
Format: Hardcover Verified Purchase
Its clear that the person who wrote this book knows their stuff but it reads too much like a textbook for me I am going to give it to the right person.
Comment Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback. If this review is inappropriate, please let us know.
Sorry, we failed to record your vote. Please try again
Format: Hardcover Verified Purchase
This book helps you to clearly articulate to your sales folks and your cusotmer's the true value of your company and its products. In addiiton, you will learn how to differentiate you and your products from your competition. Lastly, you can extend this process to establish a continuous improvment strategy with your cusotmers thus creating a more predictable revenue stream.
Comment Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback. If this review is inappropriate, please let us know.
Sorry, we failed to record your vote. Please try again
Format: Kindle Edition Verified Purchase
very easy process to follow
especially like the practical tools and examples
should be a required arrow in your sales team quiver
Comment Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback. If this review is inappropriate, please let us know.
Sorry, we failed to record your vote. Please try again
Format: Hardcover Verified Purchase
Recomiendo el libro, se sale del escenario clasico de ventas, y aborda temas muy interesantes, tales como el fuerte conocimiento y la tarea que se debe de hacer previo al contacto con el cliente, asi como da los elementos para articular y acceder a los ejecutivos
Comment Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback. If this review is inappropriate, please let us know.
Sorry, we failed to record your vote. Please try again

Set up an Amazon Giveaway

Amazon Giveaway allows you to run promotional giveaways in order to create buzz, reward your audience, and attract new followers and customers. Learn more
The Key to the C-Suite: What You Need to Know to Sell Successfully to Top Executives
This item: The Key to the C-Suite: What You Need to Know to Sell Successfully to Top Executives
Price: $18.11
Ships from and sold by Amazon.com

Want to discover more products? Check out this page to see more: amazon jill konrath