||12 of 12 people found the following review helpful.| Selling to the CEO|By Jim Estill|"C-level executives make buying decisions based on the strategic effect that a purchase will have on a set of key financial metrics or levers." The book makes a compelling case for using Metrics when selling- things like Return on Assets, Return on Investment, Earnings, Debt to Equity ratios etc.
Nick suggests that you need to kno|From the Inside Flap|
As economic realities press ever more forcefully on business, executives will be keenly aware of the specific financial ramifications of every large buying decision. In fact, they&rsquo
Sell to the C-suite by speaking their language…. With budgets more stringent than ever, important purchasing decisions have moved up the ladder to the C-suite. These days, it is crucial for sales professionals to understand the financial metrics senior level executives use to make strategic buying decisions and be able to communicate the positive effect their products or services will have on a company’s financial statements. This book shows readers how to ...
[PDF.dd71] The Key to the C-Suite: What You Need to Know to Sell Successfully to Top Executives Rating: 4.73 (504 Votes)
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You can specify the type of files you want, for your gadget.The Key to the C-Suite: What You Need to Know to Sell Successfully to Top Executives | Michael J. NICK. Which are the reasons I like to read books. Great story by a great author.
