{"product_id":"the-key-to-the-c-suite-what-you-need-to-know-to-sell-successfully-to-top-executives-paperback","title":"The Key to the C-Suite: What You Need to Know to Sell Successfully to Top Executives - Paperback","description":"\u003cp\u003eby \u003cb\u003eMichael J. Nick\u003c\/b\u003e (Author), \u003cb\u003eJill Konrath\u003c\/b\u003e (Author)\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003e\u003cstrong\u003eIn this helpful guide, you will discover ten tangible metrics C-level executives do look for, and teaches you to apply those metrics to build a case for your products and services that will unlock the door to greater sales.\u003c\/strong\u003e\u003c\/p\u003e\u003cp\u003eWith budgets more stringent than ever, important purchasing decisions have moved up the ladder to the C-suite. When it comes to selling to those at the highest level, author Michael Nick has a revelation for you: ROI is no longer the key metric for making purchasing decisions.\u003c\/p\u003e\u003cp\u003eIn \u003cem\u003eThe Key to the C-Suite\u003c\/em\u003e, you'll learn how to: \u003c\/p\u003e\u003cul\u003e\n\u003cli\u003euncover key financial information on a prospect;\u003c\/li\u003e\n\u003cli\u003edetermine a corporation's financial stability;\u003c\/li\u003e\n\u003cli\u003eclearly define the value of the product or service you are selling;\u003c\/li\u003e\n\u003cli\u003ecalculate the value impact of your offerings in financial metrics;\u003c\/li\u003e\n\u003cli\u003eand showcase how your sales packages fit into metrics such as return on asset, return on equity, operating costs, net profit, and earnings.\u003c\/li\u003e\n\u003c\/ul\u003e\u003cp\u003eThese days, it is crucial for sales professionals to be able to communicate the positive effect their products or services will have on a company's financial statements. \u003cem\u003eThe Key to the C-Suite\u003c\/em\u003e explains how to showcase bottom-line value using individually trackable and measurable metrics that will win over companies' top decision makers.\u003c\/p\u003e\u003cdiv\u003e\n\u003cstrong\u003eNumber of Pages:\u003c\/strong\u003e 206\u003c\/div\u003e\u003cdiv\u003e\n\u003cstrong\u003eDimensions:\u003c\/strong\u003e 0.52 x 9 x 6 IN\u003c\/div\u003e\u003cdiv\u003e\n\u003cstrong\u003ePublication Date:\u003c\/strong\u003e June 18, 2011\u003c\/div\u003e","brand":"Books by splitShops","offers":[{"title":"Default Title","offer_id":42130474664071,"sku":"9780814438947","price":21.83,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0601\/2623\/2711\/files\/78609c8c08374a97247679e80a2b8940.webp?v=1732611111","url":"https:\/\/booksby.splitshops.com\/products\/the-key-to-the-c-suite-what-you-need-to-know-to-sell-successfully-to-top-executives-paperback","provider":"Books by splitShops","version":"1.0","type":"link"}