Selling to the C-Suite
IN THIS SUMMARY
Since the early 1990s, rapidly advancing technologies and an increasingly savvy consumer market have threatened to make the traditional salesperson’s role irrelevant. The old role of sales—showing customers why one product is better than the competition’s—is no longer viable. Today, salespeople have to differentiate themselves by acting as value creators who offer client executives complex business solutions tailored to their specific problems. To create maximum value, salespeople must have an in-depth understanding of the issues and concerns of their C-suite customers, and to do that, they need to be able to build a strong connection with them. In Selling to the C-Suite, authors A. C. Read and Stephen J. Bistritz mine 60 years combined experience and numerous interviews with executives to create a guide for connecting with CEOs and landing their accounts. Selling to the C-Suite gives salespeople the insight they need to identify and access relevant executives, build trust and credibility, forge lasting and mutually beneficial relationships, build value at the executive level, and ultimately become the Trusted Advisor of CEOs.