The key to the C-suite: what you need to know to sell successfully to top executives
Saved in:
| Main Author: | |
|---|---|
| Format: | Electronic eBook |
| Language: | English |
| Published: |
New York
American Management Association
2011
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| Subjects: | |
| Online Access: | Volltext |
| Item Description: | Includes index The C-suite effect -- Building your value inventory -- Identifying your prospect's threshold for pain -- Determining your value to the C-suite -- Collecting information during your sales process -- The stages of the sales process: Qualify, Discovery, Present solution, Due diligence, Close -- Creating a financial dashboard -- Presenting your C-suite findings -- Building your business case -- What they don't teach you in sales training -- Assembling the pieces : road map to the C-suite Sell to the C-suite by speaking their language à 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 companys 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 pro |
| Physical Description: | 1 Online-Ressource (xiv, 188 pages) |
| ISBN: | 9780814417300 0814417302 9780814417317 0814417310 |
Staff View
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| id | DE-604.BV042970528 |
| illustrated | Not Illustrated |
| indexdate | 2024-07-10T07:14:06Z |
| institution | BVB |
| isbn | 9780814417300 0814417302 9780814417317 0814417310 |
| language | English |
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| publishDate | 2011 |
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| publisher | American Management Association |
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| spelling | Nick, Michael J. Verfasser aut The key to the C-suite what you need to know to sell successfully to top executives Michael J. Nick New York American Management Association 2011 1 Online-Ressource (xiv, 188 pages) txt rdacontent c rdamedia cr rdacarrier Includes index The C-suite effect -- Building your value inventory -- Identifying your prospect's threshold for pain -- Determining your value to the C-suite -- Collecting information during your sales process -- The stages of the sales process: Qualify, Discovery, Present solution, Due diligence, Close -- Creating a financial dashboard -- Presenting your C-suite findings -- Building your business case -- What they don't teach you in sales training -- Assembling the pieces : road map to the C-suite Sell to the C-suite by speaking their language à 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 companys 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 pro Business BUSINESS & ECONOMICS / Marketing / General bisacsh BUSINESS & ECONOMICS / Distribution bisacsh Consumer behavior fast Executives fast Sales management fast Selling fast Wirtschaft Selling Sales management Executives Consumer behavior http://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&db=nlabk&AN=367673 Aggregator Volltext |
| spellingShingle | Nick, Michael J. The key to the C-suite what you need to know to sell successfully to top executives Business BUSINESS & ECONOMICS / Marketing / General bisacsh BUSINESS & ECONOMICS / Distribution bisacsh Consumer behavior fast Executives fast Sales management fast Selling fast Wirtschaft Selling Sales management Executives Consumer behavior |
| title | The key to the C-suite what you need to know to sell successfully to top executives |
| title_auth | The key to the C-suite what you need to know to sell successfully to top executives |
| title_exact_search | The key to the C-suite what you need to know to sell successfully to top executives |
| title_full | The key to the C-suite what you need to know to sell successfully to top executives Michael J. Nick |
| title_fullStr | The key to the C-suite what you need to know to sell successfully to top executives Michael J. Nick |
| title_full_unstemmed | The key to the C-suite what you need to know to sell successfully to top executives Michael J. Nick |
| title_short | The key to the C-suite |
| title_sort | the key to the c suite what you need to know to sell successfully to top executives |
| title_sub | what you need to know to sell successfully to top executives |
| topic | Business BUSINESS & ECONOMICS / Marketing / General bisacsh BUSINESS & ECONOMICS / Distribution bisacsh Consumer behavior fast Executives fast Sales management fast Selling fast Wirtschaft Selling Sales management Executives Consumer behavior |
| topic_facet | Business BUSINESS & ECONOMICS / Marketing / General BUSINESS & ECONOMICS / Distribution Consumer behavior Executives Sales management Selling Wirtschaft |
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