Selling Above And Below The Line: Convince The C-Suite. Win Over Management. Secure The Sale.

By William Miller | Category: Business and Money ebooks | DMCA

Cost, service, functionality-good salespeople know the value propositions that speak to frontline managers. But there's another crucial player in the buying decision, with an entirely different set of criteria. Top-level executives evaluate proposals from an "above the line" perspective: ROI, time saved, risk lowered, productivity improved. Sales professionals that appeal to both achieve spectacul...

Paperback: 256 pages
Publisher: AMACOM; First edition (February 11, 2015)
Language: English
ISBN-10: 0814434835
ISBN-13: 978-0814434833
Product Dimensions: 6 x 0.6 x 9 inches
Amazon Rank: 156350
Format: PDF ePub djvu ebook

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reviews:
Skip Miller is THE thought leader in sales, and this book helps sellers distinguish between the solution sale, and the sale to the economic buyer. As the Inside Sales world overtakes "field sales", inside sellers need to know this stuff. I highly r...

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