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

3.81  ·  Rating details ·  166 ratings  ·  13 reviews
It's the goal of every salesperson: getting access to senior client executives--the C-Level decision makers responsible for approving top-dollar deals. Selling to the C-Suite is the first book that reveals how to land those career-making sales in the words of CEOs themselves!

With 60 years of combined experience selling to corporations around the world, Nicholas A.C. Read a
Hardcover, 205 pages
Published September 1st 2009 by McGraw-Hill Education (first published 2009)
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Kwang Wei Long
Dec 24, 2017 rated it it was amazing
This book is specifically targeted to sell to the C-Suite.
It is very focus on the topic and it identify some of the factors that are crucial for them and when do they actually participate in the sales cycle.
For example, C-Suite people are highly strategic and future driven people and in the book you can learn how to position your value to them.
If you are entirely new to selling to the C-Suite, this book is bound to provide you insights.
It has a lot of actionable resources in there too.
This book
Jul 07, 2018 rated it really liked it  ·  review of another edition
Good book. Lots of strategy training comes in handy, but applies in different context.
George Davidson
Aug 08, 2019 rated it it was amazing  ·  review of another edition
Shelves: sales
Best book on selling to executives I have seen so far
Jun 07, 2010 rated it really liked it
Value-based guidance on selling to senior executives

If you are in sales, getAbstract thinks you’ll like this book by Nicholas A.C. Read and Stephen J. Bistritz, who offer solid advice on how to sell to senior-level executives. They start by helping you identify and gain access to the “C-Suite” denizen – that is, the Chief Executive Officer, Chief Financial Officer, Chief Information Officer or other chiefs – you want to approach. The authors base their suggestions on hard data: the results of s
Jan 07, 2012 rated it it was amazing  ·  (Review from the author)
One of the few sales books to be based on that rare blend of actual research into what works today, and the authors' experience of having led actual sales teams so the theory is tempered by street smarts. Read (joined by Bistritz in this book) has delivered a masterwork that is easily accessible, entertaining and pragmatic. As last generation's sales guru Neil Rackham put it: "this book is worth its weight in commission checks".

Read's next book,, expands
Jeff Dyck
Nov 06, 2011 rated it really liked it
So far so good. I am a chapter in and it's obvious that this is another "sales system". It's a methodically researched piece that provides case based examples of how one should approach selling to larger organizations.

Looking forward to the rest of the read.
Marc Lacarrubba
Nov 18, 2009 rated it it was amazing
Very practical, fact based approach to defining what works in building a trusted advisor relationship with C-suite persons. Usable in both a selling and operational role, when building trust with a senior executive.
Jul 06, 2011 rated it it was amazing
Shelves: finished
Easy read but packed with great ideas and concepts.
Dana Probert
Mar 14, 2014 rated it really liked it
Very helpful ideas for preparing for executive conversations.
Dec 22, 2013 rated it really liked it
Shelves: owned, business
Great book-highly recommend for anyone involved in complex selling. Lots a good ideas and will be used as a reference. I found the templates very useful.
John R Naugle
Nov 15, 2016 marked it as to-read
Shelves: favorite
To sell to a corporation's chief executive officer, chief operating officer and chief information officer is an art form I need to learn about. ...more
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