Selling above and below the line: convince the C-suite : win over management : secure the sale
Saved in:
| Main Author: | |
|---|---|
| Format: | Electronic eBook |
| Language: | English |
| Published: |
New York
AMACOM--American Management Association
2015
|
| Edition: | First edition |
| Subjects: | |
| Online Access: | FLA01 |
| Item Description: | Print version record |
| Physical Description: | 1 online resource |
| ISBN: | 9780814434840 0814434843 |
Staff View
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| 505 | 8 | |a Top-level executives evaluate proposals from an "above the line" perspective: ROI, time saved, risk lowered, productivity improved. Sales professionals that appeal to both achieve spectacular results. Miller shows how to simultaneously sell the technical and financial fit of any product or service--a strategy used by Google, Apple, Cisco WebEx, and other powerhouses. Readers learn to: create energy by including executives early in the sales process; ask the right questions and pinpoint big-picture financial needs; keep "below the line" managers from feeling bypassed; and, uncover value propositions that target each set of decision-makers. Too often, sales that seemed locked in will stall or go dark. Learn to sell above and below the line, and keep the process moving swiftly toward successful, lucrative deals. -- | |
| 650 | 7 | |a BUSINESS & ECONOMICS / Industrial Management |2 bisacsh | |
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Record in the Search Index
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| contents | Top-level executives evaluate proposals from an "above the line" perspective: ROI, time saved, risk lowered, productivity improved. Sales professionals that appeal to both achieve spectacular results. Miller shows how to simultaneously sell the technical and financial fit of any product or service--a strategy used by Google, Apple, Cisco WebEx, and other powerhouses. Readers learn to: create energy by including executives early in the sales process; ask the right questions and pinpoint big-picture financial needs; keep "below the line" managers from feeling bypassed; and, uncover value propositions that target each set of decision-makers. Too often, sales that seemed locked in will stall or go dark. Learn to sell above and below the line, and keep the process moving swiftly toward successful, lucrative deals. -- |
| ctrlnum | (ZDB-4-EBU)ocn899739424 (OCoLC)899739424 (DE-599)BVBBV045357998 |
| dewey-full | 658.85 |
| dewey-hundreds | 600 - Technology (Applied sciences) |
| dewey-ones | 658 - General management |
| dewey-raw | 658.85 |
| dewey-search | 658.85 |
| dewey-sort | 3658.85 |
| dewey-tens | 650 - Management and auxiliary services |
| discipline | Wirtschaftswissenschaften |
| edition | First edition |
| format | Electronic eBook |
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| id | DE-604.BV045357998 |
| illustrated | Not Illustrated |
| indexdate | 2024-07-10T08:15:54Z |
| institution | BVB |
| isbn | 9780814434840 0814434843 |
| language | English |
| oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-030744590 |
| oclc_num | 899739424 |
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| physical | 1 online resource |
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| publishDate | 2015 |
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| publisher | AMACOM--American Management Association |
| record_format | marc |
| spelling | Miller, William 1955- Verfasser aut Selling above and below the line convince the C-suite : win over management : secure the sale William "Skip" Miller First edition New York AMACOM--American Management Association 2015 1 online resource txt rdacontent c rdamedia cr rdacarrier Print version record Top-level executives evaluate proposals from an "above the line" perspective: ROI, time saved, risk lowered, productivity improved. Sales professionals that appeal to both achieve spectacular results. Miller shows how to simultaneously sell the technical and financial fit of any product or service--a strategy used by Google, Apple, Cisco WebEx, and other powerhouses. Readers learn to: create energy by including executives early in the sales process; ask the right questions and pinpoint big-picture financial needs; keep "below the line" managers from feeling bypassed; and, uncover value propositions that target each set of decision-makers. Too often, sales that seemed locked in will stall or go dark. Learn to sell above and below the line, and keep the process moving swiftly toward successful, lucrative deals. -- BUSINESS & ECONOMICS / Industrial Management bisacsh BUSINESS & ECONOMICS / Management bisacsh BUSINESS & ECONOMICS / Management Science bisacsh BUSINESS & ECONOMICS / Organizational Behavior bisacsh Selling fast Selling Erscheint auch als Druck-Ausgabe Miller, William, 1955- Selling above and below the line First Edition 9780814434833 |
| spellingShingle | Miller, William 1955- Selling above and below the line convince the C-suite : win over management : secure the sale Top-level executives evaluate proposals from an "above the line" perspective: ROI, time saved, risk lowered, productivity improved. Sales professionals that appeal to both achieve spectacular results. Miller shows how to simultaneously sell the technical and financial fit of any product or service--a strategy used by Google, Apple, Cisco WebEx, and other powerhouses. Readers learn to: create energy by including executives early in the sales process; ask the right questions and pinpoint big-picture financial needs; keep "below the line" managers from feeling bypassed; and, uncover value propositions that target each set of decision-makers. Too often, sales that seemed locked in will stall or go dark. Learn to sell above and below the line, and keep the process moving swiftly toward successful, lucrative deals. -- BUSINESS & ECONOMICS / Industrial Management bisacsh BUSINESS & ECONOMICS / Management bisacsh BUSINESS & ECONOMICS / Management Science bisacsh BUSINESS & ECONOMICS / Organizational Behavior bisacsh Selling fast Selling |
| title | Selling above and below the line convince the C-suite : win over management : secure the sale |
| title_auth | Selling above and below the line convince the C-suite : win over management : secure the sale |
| title_exact_search | Selling above and below the line convince the C-suite : win over management : secure the sale |
| title_full | Selling above and below the line convince the C-suite : win over management : secure the sale William "Skip" Miller |
| title_fullStr | Selling above and below the line convince the C-suite : win over management : secure the sale William "Skip" Miller |
| title_full_unstemmed | Selling above and below the line convince the C-suite : win over management : secure the sale William "Skip" Miller |
| title_short | Selling above and below the line |
| title_sort | selling above and below the line convince the c suite win over management secure the sale |
| title_sub | convince the C-suite : win over management : secure the sale |
| topic | BUSINESS & ECONOMICS / Industrial Management bisacsh BUSINESS & ECONOMICS / Management bisacsh BUSINESS & ECONOMICS / Management Science bisacsh BUSINESS & ECONOMICS / Organizational Behavior bisacsh Selling fast Selling |
| topic_facet | BUSINESS & ECONOMICS / Industrial Management BUSINESS & ECONOMICS / Management BUSINESS & ECONOMICS / Management Science BUSINESS & ECONOMICS / Organizational Behavior Selling |
| work_keys_str_mv | AT millerwilliam sellingaboveandbelowthelineconvincethecsuitewinovermanagementsecurethesale |