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Selling to the C-Suite, Second Edition: What Every Executive Wants You to Know About Successfully Selling to the Top, 2nd Edition by Stephen J. Bistritz, Nicholas A.C. Read

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Afterword

SELLING TO THE C-SUITE

In today’s competitive environment, as professional salespeople strive to differentiate themselves and retain established clients, they need to constantly seek to reach higher levels in the client’s organization and build long-term relationships. Selling at the executive level requires a different set of skills and strategies from selling at the more traditional departmental level or making transactional sales.

In this book, we have tried to outline strategies for creating, maintaining, and leveraging relationships with senior-level executives in your client organizations. While that sounds simple, many salespeople continue to be reluctant to call on senior-level client executives.

Let’s review some of the challenges ...

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