Skip to main content

Humanities, Social Science and Language


Digital Products


Connect®
Course management and student learning tools backed by great support.

McGraw Hill GO
Greenlight learning with the new eBook+

ALEKS®
Personalize learning and assessment

ALEKS® Placement, Preparation, and Learning
Achieve accurate math placement

SIMnet
Ignite mastery of MS Office and IT skills

McGraw Hill eBook & ReadAnywhere App
Get learning that fits anytime, anywhere

Sharpen: Study App
A reliable study app for students

Virtual Labs
Flexible, realistic science simulations

AI Reader
Encourage Discovery, Boost Understanding

Services


Affordable Access
Reduce costs and increase success

Learning Management System Integration
Log in and sync up

Content Collections powered by Create®
Curate and deliver your ideal content

Custom Courseware Solutions
Teach your course your way

Education for All
Let’s build a future where every student has a chance to succeed

Business Program
Explore business learning solutions & resources

Professional Services
Collaborate to optimize outcomes

Remote Proctoring
Validate online exams even offsite

Institutional Solutions
Increase engagement, lower costs, and improve access for your students

Evergreen
Updated, relevant materials—without the hassle.

Support


General Help & Support Info
Customer Service & Tech Support contact information

Online Technical Support Center
FAQs, articles, chat, email or phone support

Support At Every Step
Instructor tools, training and resources for ALEKS, Connect & SIMnet

Instructor Sample Requests
Get step by step instructions for requesting an evaluation, exam, or desk copy

Platform System Check
System status in real time

Selling to the C-Suite, Second Edition:  What Every Executive Wants You to Know About Successfully Selling to the Top

ISBN10: 1260116425 | ISBN13: 9781260116427

Selling to the C-Suite, Second Edition:  What Every Executive Wants You to Know About Successfully Selling to the Top
ISBN10: 1260116425
ISBN13: 9781260116427
By Nicholas A.C. Read and Stephen Bistritz

Step 1 . Download Adobe Digital Editions to your PC or Mac desktop/laptop.

Step 2. Register and authorize your Adobe ID (optional). To access your eBook on multiple devices, first create an Adobe ID at account.adobe.com. Then, open Adobe Digital Editions, go to the Help menu, and select "Authorize Computer" to link your Adobe ID.

Step 3. Open Your eBook. Use Adobe Digital Editions to open the file. If the eBook doesn’t open, contact customer service for assistance.

THE CLASSIC GUIDE TO HIGH-LEVEL SELLING. Updated with new insights from global executives. How do the best salespeople become trusted advisors to top executives? How do they prepare the right message and get in front of the right influencers and decision-makers? How do they close major sales and establish loyalty for the long-term? The authors of this groundbreaking book took a novel approach to answer these questions by asking more than 500 senior decision-makers what they look for when salespeople call. What these top executives reveal will change the way you sell. This second edition has been updated with new insights on how to stand out and succeed in a market where executives are using social media and other technologies as a key part of their buying process. You’ll learn how to: •Target the most relevant executives in any sales opportunity •Win support from the executive’s network of gatekeepers and influencers •Position yourself as the supplier who will add the most value with least risk •Update your prospecting and selling skills for the digital age •Sell higher, win bigger, and close faster. Based on the world’s largest study of its kind, Selling to the C-Suite, Second Edition blends empirical research with practical insights to help you sell higher, faster, and stronger.

Foreword

Preface


Acknowledgments


Chapter 1: When Do Executives Get Involved in the Decision Process?


Chapter 2: Marketing to the C-Suite


Chapter 3: Understanding What Executives Want


Chapter 4: How to Find the Relevant Executive


Chapter 5: How to Gain Access to the C-Suite


Chapter 6: How to Establish Credibility with the C-Suite


Chapter 7: How to Create Value for the C-Suite


Chapter 8: Cultivating Loyalty at the C-Suite


Afterword


Appendix A: Guide to Client Discovery


Appendix B: Tools for Building the Executive Relationship


Recommended Reading


Recommended Associations and Organizations


Notes


Index

Need support?   We're here to help - Get real-world support and resources every step of the way.

Top