Selling to the C-Suite
It's the goal of every salesperson. Getting access to senior client executives - the C-Level decision makers responsible for approving top-dollar deals. Selling to the C-Suite is the first book that reveals how to land those career-making sales in the words of CEOs themselves!
The authors couldn't find any books written on this topic that held anything more than personal anecdotes of what the writers of those books did in their glory days as a salesperson. So they commissioned groundbreaking research of their own, and joined other projects where executive buying habits were the focus of study. Their efforts were joined by Hewlett Packard in North America, the Hewlett Packard Business School in Beijing China, Target Marketing Systems, the Kenan-Flagler School of Business at the University of North Carolina, and the Center for Business & Industrial Marketing at Georgia State University. After ten years of asking CXO-level executives about their relationships with professional salespeople, this book now reveals what C-Suite leaders in 500 diverse companies and government bodies said in response to those interviews and surveys.
,It's the goal of every salesperson. Getting access to senior client executives - the C-Level decision makers responsible for approving top-dollar deals. Selling to the C-Suite is the first book that reveals how to land those career-making sales in the words of CEOs themselves!
The authors couldn't find any books written on this topic that held anything more than personal anecdotes of what the writers of those books did in their glory days as a salesperson. So they commissioned groundbreaking research of their own, and joined other projects where executive buying habits were the focus of study. Their efforts were joined by Hewlett Packard in North America, the Hewlett Packard Business School in Beijing China, Target Marketing Systems, the Kenan-Flagler School of Business at the University of North Carolina, and the Center for Business & Industrial Marketing at Georgia State University. After ten years of asking CXO-level executives about their relationships with professional salespeople, this book now reveals what C-Suite leaders in 500 diverse companies and government bodies said in response to those interviews and surveys.
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