Selling advice right from the people you sell to! This sales classic has been updated with all-new research and insights
How do you learn the best ways to sell to executives? Just ask them. That’s what the authors did for the first edition of this book, and now they’ve updated their work for the new world of selling. The result of more than 500 interviews with CEOs, Selling to the C-Suite details how decision makers want to be sold to. The second edition provides brand-new discussions about evolving buying habits and addresses the widening gap between what executives reward and what sellers do. The authors reveal how iconic organizations have adapted and learned to thrive in this space, offering timely and provocative insight into what works in the current age-and providing clues about what’s up next.