Selling to the CSuite, Second Edition: What Every Executive Wants You to Know About Successfully Selling to the Top

THE CLASSIC GUIDE TO HIGHLEVEL SELLING.Updated with new insights from global executives.How do the best salespeople become trusted advisors to top executives? How do they prepare the right message and get in front of the right influencers and decisionmakers? How do they close major sales and establish loyalty for the longterm?The authors of this groundbreaking book took a novel approach to answer these questions by asking more than 500 senior decisionmakers what they look for when salespeople call. What these top executives reveal will change the way you sell.This second edition has been updated with new insights on how to stand out and succeed in a market where executives are using social media and other technologies as a key part of their buying process. Youll learn how to:Target the most relevant executives in any sales opportunityWin support from the executives network of gatekeepers and influencersPosition yourself as the supplier who will add the most value with least riskUpdate your prospecting and selling skills for the digital ageSell higher, win bigger, and close faster.Based on the worlds largest study of its kind, Selling to the CSuite, Second Edition blends empirical research with practical insights to help you sell higher, faster, and stronger.