Selling to the C-Suite

Neil Rackham’s Foreword to Selling to the C-Suite starts with some key points about this new book!

Sales has grown up a lot in the last ten years and this book is good example of just how far selling has come.  When the manuscript first landed on my desk I looked at the title, Selling to the C-Suite, and I couldn’t suppress a groan.   “Another collection of impractical advice about how to get in front of any key executive without even trying,” I thought.   And you can’t blame me for being skeptical.  Almost without exception, books on how to get access to “The Man”, “VITO”, “the fox” or a dozen other names for the top dog whose signature can change your life, have been mediocre and unrealistic.  So, I must admit, I started reading with very low expectations. 

By the time I reached the end of the first chapter, all that had changed.  Three things were immediately evident: (more…)

Identifying the relevant executive for the sales opportunity may represent the best way to spend your time in an initial approach to a sales opportunity.  In the book, Selling to the C-Suite, we clearly define the relevant executive as the executive who stands to gain the most or lose the most – as a result of the application or project associated with your sales opportunity.  (more…)

The last blog talked about the fact that executives want to understand the value that the salesperson delivers – particularly as a result of the implementation of a new solution.   This is true because regardless of level, executives want to validate their buying decision and confirm the value that the solution provider has delivered for the expenditure made. This is even true at the CEO level, where the CEO wants to show the Board that s/he made the right buying decision. (more…)

Selling to the C-Suite is a new book that reveals what CXO-level executives around the world divulged about their relationships with sales professionals. Co-authored by sales veteran Stephen Bistritz, Ed.D., founder of SellXL, the book provides readers with working solutions for connecting with senior-level decision makers. (more…)

We’re pleased to announce the availability of Selling to the C-Suite as a Kindle Book.

Click here to buy your copy of Selling to the C-Suite for Kindle