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Selling to the C-Suite, Second Edition: What Every Executive Wants You to Know About Successfully Selling to the Top: What Every Executive Wants You to Know About Successfully Selling to the Top Kindle Edition
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There were so many great ideas and tips from the first edition that we leverage on a regular basis, and this one trumps it even further by adding other concepts to help us stand out in market crowded with messages from social media and other technologies.
Anyone in a sales role will benefit greatly by following the tenets described in Selling to the C-Suite. Everything from how to get in front of the true decision-makers in an organization to closing the deal is covered in straightforward detail. You don’t need to be a “born salesperson” to be successful. Rather, you need to correctly follow the path to sales success. Stephen Bistritz lays out that path in an easy to understand format.
Even if you’re selling “correctly,” you won’t achieve real success if you’re not selling to the right people. Understanding why and how executives, the real decision-makers, buy goods and services is an invaluable skill. This book teaches how to do that effectively. The authors are tremendously credible, because their information is truly research-based, not just opinion.
I use the precepts described in this book to teach my own sales teams the indispensable knowledge required to sell successfully in today’s business environment, and they’re better for it. It is required reading for business development executives in my organization, which relies on sales for its very existence.
Not only will this book help a salesperson shorten buying cycles and identify the right people, it also helps individuals in sales management, coach and develop their team’s ability with skills based on research of how customers make buying decisions at executive levels.
This is the 2nd edition of Selling To The C-Suite and I found that nearly 50% of the content was new or updated.