The Key to the C-Suite - Couverture souple

Nick, Michael J.

 
9780814438947: The Key to the C-Suite
Couverture souple
ISBN 10 : 0814438946 ISBN 13 : 9780814438947
Editeur : Amacom, 2011

Synopsis

In 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.

With 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.

In The Key to the C-Suite, you’ll learn how to:

  • uncover key financial information on a prospect;
  • determine a corporation’s financial stability;
  • clearly define the value of the product or service you are selling;
  • calculate the value impact of your offerings in financial metrics;
  • and showcase how your sales packages fit into metrics such as return on asset, return on equity, operating costs, net profit, and earnings.

These 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. The Key to the C-Suite explains how to showcase bottom-line value using individually trackable and measurable metrics that will win over companies’ top decision makers.

Les informations fournies dans la section « Synopsis » peuvent faire référence à une autre édition de ce titre.

À propos de l?auteur

Michael Nick is the author of ROI Selling, as well as president and founder of ROI4Sales, Inc. He has taught selling techniques, developed sales tools, and implemented sales processes at companies throughout the world, including Hewlett Packard, Microsoft Great Plains, NEC, Emerson, Oracle, S1 Corporation, Rockford Automation, Autodesk, 3E Company, Imation, and TSYS.

Les informations fournies dans la section « A propos du livre » peuvent faire référence à une autre édition de ce titre.

Éditeur
Amacom
Date d'édition
2011
Langue
anglais
ISBN 10 
0814438946
ISBN 13 
9780814438947
Reliure
Broché
Nombre de pages
206
Coordonnées du fabricant
non disponible
Personne responsable
gpsr@libri.de
gpsr@libri.de

Friedensallee 273
Hamburg
22763
Allemagne

Autres éditions populaires du même titre

9780814417300: The Key to the C-Suite: What You Need to Know to Sell Successfully to Top Executives

Edition présentée

ISBN 10 :  0814417302 ISBN 13 :  9780814417300
Editeur : Amacom, 2011
Couverture rigide