Selling to the C-Suite, Second Edition
What Every Executive Wants You to Know About Successfully Selling to the Top
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Narrado por:
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Gary Regal
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The classic guide to high-level 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 decision-makers? How do they close major sales and establish loyalty for the long-term?
The authors of this groundbreaking book took a novel approach to answer these questions by asking more than 500 senior decision-makers 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. You'll learn how to:
- Target the most relevant executives in any sales opportunity
- Win support from the executive's network of gatekeepers and influencers
- Position yourself as the supplier who will add the most value with least risk
- Update your prospecting and selling skills for the digital age
- Sell higher, win bigger, and close faster
Based on the world's largest study of its kind, Selling to the C-Suite, Second Edition blends empirical research with practical insights to help you sell higher, faster, and stronger.
©2018 Nicholas A.C. Read and Stephen J. Bistritz, EdD (P)2018 McGraw Hill-Ascent AudioLos oyentes también disfrutaron...
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Narración:4.5 out of 5 stars 814
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Historia4.5 out of 5 stars 805
The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades.
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3 out of 5 stars
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Bellow average book
- De Elias Karráa en 08-11-19
De: Matthew Dixon, y otros
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SPIN Selling
- De: Neil Rackham
- Narrado por: Eli Woods
- Duración: 6 h y 12 m
- Versión completa
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General4.5 out of 5 stars 248
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Narración:4.5 out of 5 stars 207
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Historia4.5 out of 5 stars 206
Written by Neil Rackham, former president and founder of Huthwaite corporation, SPIN Selling is a must-listen for anyone involved in selling or managing a sales force. Unquestionably the best-documented account of sales success ever collected and the result of the Huthwaite corporation's massive 12-year, one-million-dollar research into effective sales performance, this groundbreaking resource details the revolutionary SPIN (Situation, Problem, Implication, Need-payoff) strategy.
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5 out of 5 stars
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Sales and Science
- De Joe A Snyder III en 10-27-21
De: Neil Rackham
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The Challenger Customer
- Selling to the Hidden Influencer Who Can Multiply Your Results
- De: Brent Adamson, Matthew Dixon, Pat Spenner, y otros
- Narrado por: Steve Kramer
- Duración: 8 h y 40 m
- Versión completa
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General4.5 out of 5 stars 411
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Narración:4.5 out of 5 stars 340
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Historia4.5 out of 5 stars 337
The authors unveil research that identifies Mobilizers and provide a roadmap for how sales and marketing teams can find them, engage them with disruptive insight, and leverage them to drive consensus across the customer organization. Once you have identified the Mobilizers among your customers, almost any rep, with the right coaching, tools, and marketing support can start a chain reaction that leads to a whole organization getting on board with even the most provocative ideas.
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5 out of 5 stars
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Love it, invaluable business resource!
- De Marxk Madhavan en 06-25-17
De: Brent Adamson, y otros
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The Trusted Advisor
- 20th Anniversary Edition
- De: David H. Maister, Robert M. Galford, Charles H. Green
- Narrado por: BJ Harrison
- Duración: 10 h y 38 m
- Versión completa
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General4.5 out of 5 stars 95
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Narración:4.5 out of 5 stars 78
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Historia4.5 out of 5 stars 77
In today's fast-paced networked economy, professionals must work harder than ever to maintain and improve their business skills and knowledge. But technical mastery of one's discipline is not enough, assert professional advisors David H. Maister, Charles H. Green, and Robert M. Galford. The key to professional success, they argue, is the ability to earn the trust and confidence of clients. In this 20th anniversary edition, Maister, Green, and Galford enrich our understanding of today's society and illustrate how to be effective communicators in a digital world.
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4 out of 5 stars
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Where’s the PDF?
- De Ken Fridley en 07-05-21
De: David H. Maister, y otros
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The Three Value Conversations
- How to Create, Elevate, and Capture Customer Value at Every Stage of the Long-Lead Sale
- De: Erik Peterson, Tim Riesterer, Conrad Smith, y otros
- Narrado por: Jim Tedder
- Duración: 7 h y 21 m
- Versión completa
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General3 out of 5 stars 1
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Narración:4 out of 5 stars 1
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Historia3 out of 5 stars 1
The most successful salespeople understand that they are fundamentally storytellers. The reality is that to succeed in sales, you need to master the art of customer conversation. Being remarkable and memorable in your conversations is very important - but it goes beyond great delivery. You must be able to articulate value. The Three Value Conversations provides the tools and methods you need to differentiate yourself and your solutions from the competition, elevate value to the right decision maker, and maximize all sales opportunities across the entire long lead buying cycle.
De: Erik Peterson, y otros
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Gap Selling: Getting the Customer to Yes
- How Problem-Centric Selling Increases Sales by Changing Everything You Know About Relationships, Overcoming Objections, Closing and Price
- De: Keenan
- Narrado por: Keenan
- Duración: 5 h y 47 m
- Versión completa
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General5 out of 5 stars 1,138
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Narración:5 out of 5 stars 964
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Historia4.5 out of 5 stars 956
People don't buy from people they like. No! Your buyer doesn't care about you or your product or service. It's not your job to overcome objections, it's your buyer's. Closing isn't a skill of good salespeople; it's the skill of weak salespeople. Price isn't the main reason salespeople lose the sale. Gap Selling shreds traditional and closely held sales beliefs that have been hurting salespeople for decades. For years, salespeople have embraced a myriad of sales tactics and belief systems that have unknowingly created many of the issues they have been trying to avoid.
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4 out of 5 stars
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SPIN selling with more EQ mixed in
- De Amazon Customer en 09-28-19
De: Keenan
Lo que los oyentes dicen sobre Selling to the C-Suite, Second Edition
Calificaciones medias de los clientesReseñas - Selecciona las pestañas a continuación para cambiar el origen de las reseñas.
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Total5 out of 5 stars
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Ejecución5 out of 5 stars
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Historia5 out of 5 stars
- Lori Dale
- 01-18-25
Strategies that are easy to follow
This book provides a roadmap for success when selling to the C suite. It was very easy to follow and gave me practical insights on how to both reach the C suite and keep them continually interested in my offering.
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Total5 out of 5 stars
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Ejecución5 out of 5 stars
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Historia5 out of 5 stars
- Anonymous User
- 02-07-23
Informative
The book reads well and offers a lot of value for any salesperson, business leader and all entrepreneurs.
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