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
Appendix A: Guide to Client Discovery
Appendix B: Tools for Building the Executive Relationship
Recommended Associations and Organizations
Nicholas A. C. Read is chairman of the sales coaching firm
SalesLabs (saleslabs.com), which helps companies drive revenue
growth through the application of improved process, measurement,
and skills. He shares his time between North America, Asia, and
Stephen J. Bistritz, Ed.D., is president of Learning Solutions International (sellxl.com). He has more than four decades of high-technology sales, sales management, and training management experience, dealing with companies ranging from startups to global leaders.