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Selling Above And Below The Line: Convince The C-suite. Win Over Management. Secure The Sale.

Convince the C-Suite, Win over Management, Secure the Sale

Selling Above And Below The Line: Convince The C-suite. Win Over Management. Secure The Sale. - Miller, William "Skip" - ISBN: 9780814434833
Prijs: € 19,50
Levertijd: 3 tot 5 werkdagen
Bindwijze: Boek, Paperback
Genre: Bedrijfseconomie
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Beschrijving

Cost, service, functionality - good salespeople know the value propositions that speak to frontline managers. But there’s another crucial player in the buying decision, with an entirely different set of criteria.

Top-level executives evaluate proposals from an “above the line” perspective: ROI, time saved, risk lowered, productivity improved. Sales professionals that appeal toboth achieve spectacular results.

In Selling Above and Below the Line, master sales trainer Skip Miller shows how to simultaneously sell the technical and financial fit of any product or service - a strategy used by Google, Apple, Cisco WebEx, and other powerhouses. Readers learn to:

  • Create energy by including executives early in the sales process
  • Ask the right questions and pinpoint big-picture financial needs
  • Keep “below the line” managers from feeling bypassed
  • Uncover value propositions that target each set ofdecision-makers

Too often, sales that seemed locked in will stall or go dark. Learn to sell above and below the line, and keep the process moving swiftly toward successful, lucrative deals.

Details

Titel: Selling Above And Below The Line: Convince The C-suite. Win Over Management. Secure The Sale.
auteur: Miller, William "Skip"
Mediatype: Boek
Bindwijze: Paperback
Taal: Engels
Aantal pagina's: 240
Uitgever: Amacom
Plaats van publicatie: 01
NUR: Bedrijfseconomie
Afmetingen: 230 x 156 x 17
Gewicht: 406 gr
ISBN/ISBN13: 9780814434833
Intern nummer: 27043407

Biografie (woord)

William “Skip” Miller is president of M3 Learning, a leading sales development firm whose clients include Apple, Google, Cisco, Oracle, Teva, Tableau, UGG, and other top companies.

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