The key to the C-suite what you need to know to sell successfully to top executives
Sell to the C-suite by speaking their language....
| Autor principal: | |
|---|---|
| Formato: | Libro electrónico |
| Idioma: | Inglés |
| Publicado: |
New York :
American Management Association
2011.
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| Edición: | 1st edition |
| Materias: | |
| Ver en Biblioteca Universitat Ramon Llull: | https://discovery.url.edu/permalink/34CSUC_URL/1im36ta/alma991009628340406719 |
Tabla de Contenidos:
- The C-suite effect
- Building your value inventory
- Identifying your prospect's threshold for pain
- Determining your value to the C-suite
- Collecting information during your sales process
- The stages of the sales process: Qualify, Discovery, Present solution, Due diligence, Close
- Creating a financial dashboard
- Presenting your C-suite findings
- Building your business case
- What they don't teach you in sales training
- Assembling the pieces : road map to the C-suite.
