Selling to the C-Suite: What Every Executive Wants You to Know About Successfully Selling to the Top Review

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Selling to the C-Suite: What Every Executive Wants You to Know About Successfully Selling to the Top ReviewI experienced a huge number of 'ahaa' type moments when I read this book.
I like many things about this work by Read and Bistritz, but one of the best things is that it is based on evidence and not just the sometimes unique, and often dated, sales experiences of individual Salespeople that you find in other books.
For example, tracking through the section on When Do Individuals Get Involved in the Decision Process?, based on my personal experience of large, long cycle service selling this is 100% spot on. I'm glad to see that the book doesn't offer some cheap trick as a solution to winning over C-Suite Executives, but rather focuses on the way that we can develop value, thereby making ourselves, as Salespeople, true 'Trusted Advisors'.
This is an excellent book that I would recommend to anyone who wants to rise above the pack, and who wants to go beyond the level of commodity selling.Selling to the C-Suite: What Every Executive Wants You to Know About Successfully Selling to the Top Overview

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