Book description
Table of contents
- Cover
- Title Page
- Copyright Page
- Dedication
- Contents
- Foreword to the First Edition
- Preface
- Acknowledgments
- Chapter 1: When Do Executives Get Involved in the Decision Process?
- Chapter 2: Marketing to the C-Suite
- Chapter 3: Understanding What Executives Want
- Chapter 4: How to Find the Relevant Executive
- Chapter 5: How to Gain Access to the C-Suite
- Chapter 6: How to Establish Credibility with the C-Suite
- Chapter 7: How to Create Value for the C-Suite
- Chapter 8: Cultivating Loyalty at the C-Suite
- Afterword
- Appendix A: Guide to Client Discovery
- Appendix B: Tools for Building the Executive Relationship
- Recommended Reading
- Recommended Associations and Organizations
- Notes
- Index
- About the Authors
Product information
- Title: Selling to the C-Suite, Second Edition: What Every Executive Wants You to Know About Successfully Selling to the Top, 2nd Edition
- Author(s):
- Release date: February 2018
- Publisher(s): McGraw-Hill
- ISBN: 9781260116403
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