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The Key to the C-Suite: What You Need to Know to Sell Successfully to Top Executives by [NICK, Michael J.]
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The Key to the C-Suite: What You Need to Know to Sell Successfully to Top Executives Kindle Edition

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Length: 208 pages Word Wise: Enabled Enhanced Typesetting: Enabled
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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're unlikely to pull the trigger without the direct and detailed involvement of their own finance teams. In short, the buy will be tied not just to a general sense of strategy but also to individual, targeted components of a budget or forecast. To sales professionals like you, this means understanding how top executives evaluate and prioritize potential purchases, recognizing the challenges they face, and presenting your product or service as a value proposition. Packed with real financial knowledge, but geared toward the layman, "The Key to the C-Suite" identifies and defines ten key financial metrics that C-Suite executives use throughout their buying-decision process and shows you how to build your value proposition and business case to complement theirs. The book also guides you in: - Defining your value and building a value inventory - Calculating and communicating your potential value impact on a prospect's C-Suite metrics - Discovering and analyzing prospects' financial information so you can tailor your approach to their financial realities - Forming and asking the questions that will repeatedly lead your prospect back to your value proposition - Preparing and delivering the formal presentation to C-level executives "The Key to the C-Suite" also provides an array of powerful tools to help you not only redesign your general business approach but also tailor it on a prospect-by-prospect, client-by-client basis. In addition to resource information on where to find financial metrics for corporations in 19 major industries, you will have: - Clear definitions and examples of the financial metrics used in strategic decision making - A Value Inventory Matrix tool linking your proposition directly to specific client needs - Step-by-step instructions for creating the value-focused questions you need to ask - Presentation tools and strategies, with many real-world examples from the author's own experience and customer base - Parallels and links with other major sales methodologies to take advantage of familiarity - And much more Each chapter concludes with a detailed summary that neatly encapsulates major concepts and lays the groundwork for your next steps. Perhaps most important, "The Key to the C-Suite" helps you understand the financial language and realities that inform and drive every major buy-ing decision. And if that language is the key to the buy, shouldn't it also be the secret of your sales success? 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.

From the Back Cover

“The perfect blend of street-smart advice and MBA intellect for talking it up with anyone in the C-Suite.”— Anthony Parinello, bestselling author of Selling to VITO (The Very Important Top Officer)

“In The Key to the C-Suite, Michael Nick has captured the reality of being a solutions provider. The challenging new environment businesses will be facing in the post-recession economy forces all operating and marketing processes to be financial contributors to the enterprise. Michael’s book is a timely recognition of this fact and valuable roadmap to selling success.”— Morris R. Segall, President, SPG Trend Advisors

“Getting to the C-Suite may sound expensive, but Michael Nick makes a compelling case that not doing so is even more so. And his advice on how to effectively do it is priceless.”— Jim Dickie, Managing Partner, CSO Insights

“Imagine moving to a foreign country to earn a living without knowing the language. Now imagine a book so powerful that in a few short hours it could teach you that language and allow you to live in prosperity. For many in sales, the C-Suite is a foreign country and the language of business is hard to understand. The Key to the C-Suite is a powerful sales translator, teaching you to present your product or service in such a way that C-Suite executives know they have to take action NOW.”— Tom Ziglar, CEO of Ziglar Inc.

“Michael Nick really hits the nail on the head with how to build a successful business case to sell to C-suite executives and how to start speaking their language. The Key to the C-Suite is an absolute must-read for all sales reps looking to change their selling approach and start speaking the language of the C-Suite!”— Lisa Cramer, Co-founder and President, LeadLife Solutions

Product details

  • Format: Kindle Edition
  • File Size: 3175 KB
  • Print Length: 188 pages
  • Publisher: AMACOM; 1 edition (18 Jun. 2011)
  • Sold by: Amazon Media EU S.à r.l.
  • Language: English
  • ASIN: B00512PMIC
  • Text-to-Speech: Enabled
  • X-Ray:
  • Word Wise: Enabled
  • Enhanced Typesetting: Enabled
  • Average Customer Review: Be the first to review this item
  • Amazon Bestsellers Rank: #1,430,901 Paid in Kindle Store (See Top 100 Paid in Kindle Store)
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Amazon.com: 4.4 out of 5 stars 10 reviews
11 of 11 people found the following review helpful
4.0 out of 5 stars Selling to the CEO 27 Jun. 2011
By Jim Estill - Published on Amazon.com
Format: Hardcover
"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 know how your product or service impacts these metrics. And understanding your strengths in those areas will help you make a more compelling case to help you sell.

As a former CEO, I have strong opinions of my own on how to sell to CEO's. My top 5 rules include:

1 - Respect the executives' time in all interactions. Most CEOs get hundreds of emails so keep any emails short. Most CEOs get invited to lunch or dinner daily so keep those short. Most CEOs have fairly aggressive schedules so be on time and stick to the time granted.

Anything you can do to save the executive time will help make the sale. I recall one creative sales person who offered to give me a ride to the airport so had my uninterrupted attention for 50 minutes.

2 - Make sure the CEO is the one you need to sell to. Sure it helps if the CEO is onside but many CEOs delegate decisions in many areas to their staff. I recall sitting through a detailed presentation on trucking complete with glossy brochures. After wasting an hour of my time, I simply put a post-it note on the brochure and passed it to my shipping manager "these guys presented to me - call them if you want".

3 - Treat everyone well. How you treat the receptionist, the assistant and the person doing research for the CEO will get back to the CEO. And besides, they are just doing their job and it is lower stress to be nice anyways.

4 - Do your homework. The internet makes it easy to know a lot about the company. Wasting a CEOs time asking questions that are on the web site or that can be readily obtained elsewhere is not a good way to start the sales call.

Use your valuable question time to probe for hot buttons and problems you can help solve.

5 - And after reading The Key to the C-Suite, I do think it is a great idea to know your metrics. This would fall in the category of saving the CEO time. It would also help the CEO make the case for buying from you.

People have the mistaken idea that the CEO makes decisions without having to "sell" anyone themselves. This is not true. CEOs need the buy-in of their staff to ensure good implementation of any purchase.

And finally, like all marketing, there is not only one way to sell to the C-Suite. Situations vary, people make decisions differently, companies are organized differently etc. So use multiple approaches to make the sale.
2 of 2 people found the following review helpful
3.0 out of 5 stars Textbook 14 Dec. 2013
By Stephanie Campbell - Published on Amazon.com
Format: Hardcover Verified Purchase
Its clear that the person who wrote this book knows their stuff but it reads too much like a textbook for me I am going to give it to the right person.
1 of 1 people found the following review helpful
5.0 out of 5 stars Gets to the heart of selling to the ultimate buyers. 8 July 2013
By Irene Elvin Blake - Published on Amazon.com
Format: Hardcover Verified Purchase
This book helps you to clearly articulate to your sales folks and your cusotmer's the true value of your company and its products. In addiiton, you will learn how to differentiate you and your products from your competition. Lastly, you can extend this process to establish a continuous improvment strategy with your cusotmers thus creating a more predictable revenue stream.
1 of 1 people found the following review helpful
5.0 out of 5 stars One of the best sales books in a long time 6 Nov. 2012
By Justin P. Anderson - Published on Amazon.com
Format: Hardcover Verified Purchase
This is one of the best sales books in a long time. Step by step walkthrough on understanding the value of my product in a way that translates to high level decision makers. Great read, recommended for anyone selling a more complex product or service.
3.0 out of 5 stars Recomendacion 5 July 2011
By Leonardo Garcia Lopez - Published on Amazon.com
Format: Hardcover Verified Purchase
Recomiendo el libro, se sale del escenario clasico de ventas, y aborda temas muy interesantes, tales como el fuerte conocimiento y la tarea que se debe de hacer previo al contacto con el cliente, asi como da los elementos para articular y acceder a los ejecutivos
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