Video description
Selling advice straight from the CEOs who make top-dollar buying decisions! This sales classic has been updated with new research and insights
Table of Contents
Open
00:00:22
Foreword to the First Edition
00:07:41
Preface
00:18:53
Chapter 1: When Do Executives Get Involved in the Decision Process?
00:54:07
Chapter 2: Marketing to the C-Suite
00:46:11
Chapter 3: Understanding What Executives Want
00:50:12
Chapter 4: How to Find the Relevant Executive
00:43:34
Chapter 5: How to Gain Access to the C-Suite
00:37:40
Chapter 6: How to Establish Credibility with the C-Suite
00:43:30
Chapter 7: How to Create Value for the C-Suite
00:48:32
Chapter 8: Cultivating Loyalty at the C-Suite
00:37:37
Afterword
00:14:17
Appendix: Guide to Client Discovery
00:13:47
Close
00:00:51