book

The Key to the C-Suite

by Michael J. NICK, Jill KONRATH

June 2011

Intermediate to advanced

208 pages

4h 13m

English

AMACOM

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Major C-Suite MetricsThe Value of Metrics in Selling to the C-SuiteSummary
The Uses of a Value InventoryCreating a Value Inventory MatrixC-Suite ImpactSummary
Using Your Value Inventory to Create Discovery QuestionsCreating Your Pain-Discovery QuestionsDetermining the Prospect's Threshold for PainEstimating Your Value to the ProspectSummary

How Strategic Buying Decisions Are MadeIdentifying Your ImpactUsing Financial ReportsFinancial Reports and the C-SuiteResearching Your Prospect's Financial InformationThe Financial Manager's Responsibilities in an OrganizationSummary
The Stages of the Sales Process1. Qualify2. Discovery3. Present Solution4. Due Diligence5. CloseSummary
Building a Comprehensive Financial DashboardDashboard ComponentsSummary
Objectivity of InterpretationCredibility of the Data CollectedAccuracyGraphicsEducational ContentBoth Value and Costs PresentedCreative OutputC-Suite EffectSummary
Business Case Summary ResultsC-Suite EffectExpected Value Delivered Each Year (Impact)Current Cost and Extrapolated Cost over a Three- to Seven-Year PeriodEstimated ROI, NPV, IRR, and Payback PeriodCost of Decision Delay and Cost of No DecisionCash Flow Analysis and ImpactComparison of Financial Metrics to Industry NormsInvestment BreakdownSummary
Sales Professionals ... Do We Really Need Them?Get Buy-In from All the Key Players-Not Just the ExecutivesWhat Do I Do When I Am in a Sales Slump?Nobody Cares About Your Product, Service, or SolutionIt's Possible to Enter the Buyer's Journey EarlierYou Cannot Teach RapportBuyers Are Liars, But Then Again, Liars Are Buyers, TooHow Do You Get to the Meeting at the Level That Counts?Learn from the BestLearn How to Think Like a ChampionCall Higher or Die SlowlyIt's Not About YouTarget Marketing Is a Necessity for Sales!You Have Two Ears and One Mouth ... Use Them in That ProportionSummary
Roadmap to the C-Suite

Content preview from The Key to the C-Suite

CHAPTER 1THE C-SUITE EFFECT

C-level executives spend the majority of their time focusing on strategic objectives. Their primary objective overall, however, is to sell more products and services and make their companies as profitable as possible. Basic profit is determined by how much you sell in comparison to the cost of what you buy. When C-level executives make major buying decisions, they take into account the cost to purchase and its effect on a set of simple metrics that they use to help them determine such things as when to buy, the method of payment, and the value to the company relative to the amount spent. In addition, they will often look into the effect that this purchase will have on their financial statements and annual reports. ...