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The Key to the C-Suite: What You Need to Know to Sell Successfully to Top Executives - Softcover

Nick, Michael J.

 
9780814438947: The Key to the C-Suite: What You Need to Know to Sell Successfully to Top Executives
Softcover
ISBN 10: 0814438946 ISBN 13: 9780814438947
Verlag: Amacom, 2011

Inhaltsangabe

In this helpful guide, you will discover ten tangible metrics C-level executives do look for, and teaches you to apply those metrics to build a case for your products and services that will unlock the door to greater sales.

With budgets more stringent than ever, important purchasing decisions have moved up the ladder to the C-suite. When it comes to selling to those at the highest level, author Michael Nick has a revelation for you: ROI is no longer the key metric for making purchasing decisions.

In The Key to the C-Suite, you’ll learn how to:

  • uncover key financial information on a prospect;
  • determine a corporation’s financial stability;
  • clearly define the value of the product or service you are selling;
  • calculate the value impact of your offerings in financial metrics;
  • and showcase how your sales packages fit into metrics such as return on asset, return on equity, operating costs, net profit, and earnings.

These days, it is crucial for sales professionals to be able to communicate the positive effect their products or services will have on a company’s financial statements. The Key to the C-Suite explains how to showcase bottom-line value using individually trackable and measurable metrics that will win over companies’ top decision makers.

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Über die Autorin bzw. den Autor

Michael Nick is the author of ROI Selling, as well as president and founder of ROI4Sales, Inc. He has taught selling techniques, developed sales tools, and implemented sales processes at companies throughout the world, including Hewlett Packard, Microsoft Great Plains, NEC, Emerson, Oracle, S1 Corporation, Rockford Automation, Autodesk, 3E Company, Imation, and TSYS.

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Verlag
Amacom
Erscheinungsdatum
2011
Sprache
Englisch
ISBN 10 
0814438946
ISBN 13 
9780814438947
Einband
Taschenbuch
Anzahl der Seiten
206
Kontakt zum Hersteller
HarperCollins
https://harpercollins.co.uk

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