Visionary Selling: How to Get to Top Executives and How to Sell Them When You're There [Hardcover]

Barbara Geraghty (Author)

Book Description

Publication Date: February 6, 1998

Visionary Selling shows you how to sell effectively to top decision makers by going beyond the hard sell of a specific product to aligning with the broader vision of top management. This book explains that the best way to sell to a CEO or other top-level executive is to learn to think like one.

Editorial Reviews

Review

Cavett Robert, CSP, CPAE Chairman Emeritus, National Speakers' Association A master at communication, Barbara Geraghty shows sales professionals how to gain the competitive advantage in selling to high-level executives. -- Review

About the Author

Barbara Geraghty is a sales trainer and consultant, professional speaker, and inventor of Klue, an interactive sales training game. Before founding her own company, Idea Quest, she was a successful sales manager in Sprint's Pacific Division. Her present clients include AT&T, Silicon Graphics, Sybase, and Arthur Andersen. She is a graduate of California State University, Fullerton, and is a member of the National Speakers' Association. She lives in Irvine, California, and can be contacted at visionaryselling.com.

Product Details

• Hardcover: 240 pages
• Publisher: Simon & Schuster (February 6, 1998)
• Language: English
• ISBN-10: 0684839857
• ISBN-13: 978-0684839851
• Product Dimensions: 9.6 x 6.4 x 1 inches
• Shipping Weight: 1 pounds
• Average Customer Review: 4.4 out of 5 stars  See all reviews (10 customer reviews)
• Amazon Best Sellers Rank: #1,838,611 in Books (See Top 100 in Books)

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Customer Reviews

Most Helpful Customer Reviews

41 of 42 people found the following review helpful:

5.0 out of 5 stars Visionary Selling - a must read for C level selling, June 19, 2000

By 

"ldcleve" - See all my reviews

This review is from: Visionary Selling: How to Get to Top Executives and How to Sell Them When You're There (Hardcover)

I read all books on selling as soon as they are released as part of my responsibilities at Rockwell Automation. I really like this book. It reads well,(And fast)and is full of great ideas, as well as a processs to call on executive level buying influences. It is exactly what salespeople selling today need to access the high level executives that control the money to sponsor visionary ideas. I liked the book so much I have hired Barbara to spend two days with her visionary Selling class with our 100 top sales people. All our sales managers and top sales people have read and evaluated this book as excellent.

26 of 26 people found the following review helpful:

5.0 out of 5 stars I AM a CEO...this is a great book, February 22, 2000

By 

John La Barbera - See all my reviews

This review is from: Visionary Selling: How to Get to Top Executives and How to Sell Them When You're There (Hardcover)

Barbara's book is quite well written and clearly explains a very provocative idea of how a salesperson should interact with a CEO. As I read the book...which I did in one sitting, because it was so compelling...I couldn't help but think how much better off I would be if the salespeople of my key suppliers behaved in the manner postulated by Barbara. I could use their help. In return they would have my loyalty and wouldn't need to focus so much on low price, because they would be adding value. In fact, one of our suppliers does just as Barbara suggests. They have been rewarded with being appointed an Authorized Supplier for our entire franchise network, worldwide.

18 of 19 people found the following review helpful:

5.0 out of 5 stars The best business book I've ever read., July 29, 1998

By A Customer

This review is from: Visionary Selling: How to Get to Top Executives and How to Sell Them When You're There (Hardcover)

I read most business books about half way through and then place them on a bookshelf. Visionary Selling hasn't made it to my bookshelf. I take it with me wherever I go. I've read it two or three times. The reason? This book tells us that what we always believed is true: When selling, always try to get as broad & deep into your customer's organization as possible. The higher you go up the organizational chart, the better the results. What Visionary Selling does that no other book does is shows you how to penetrate the "C" level (CEO, CFO, COO). Barbara Geraghty explains why you should target these executives and how to do it. You gain an understanding of what makes them tick. As an account manager, I have always done a lot of research on my customer's organizations. After reading Visionary Selling, I realized how much I didn't know about my customers and their top officers. Most importantly, after applying Barbara's principles of Visionary Sell! ing, I have developed relationships w/ CEO's, and accomplished more than I ever have before!!!