Selling Above and Below the Line: Convince the C-Suite. Win Over Management. Secure the Sale.
Product Description
Selling Above and Below the Line: Convince the C-Suite. Win Over Management. Secure the Sale.
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 spectacular results. In Selling Above and Below the Line, master sales trainer Skip Miller shows how to simultaneously sell the technical and financial fit of any product or service--a strategy used by Google, Apple, Cisco WebEx, and other powerhouses. Readers learn to: Create energy by including executives early in the sales process - Ask the right questions and pinpoint big-picture financial needs - Keep "below the line" managers from feeling bypassed - Uncover value propositions that target each set of decision-makers Too often, sales that seemed locked in will stall or go dark. Learn to sell above and below the line, and keep the process moving swiftly toward successful, lucrative deals.Technical Specifications
You might also like
ProActive Selling: Control the Process--Win the Sale
ProActive Sales Management: How to Lead, Motivate, and Stay Ahead of the Game
Selling to the C-Suite: What Every Executive Wants You to Know About Successfully Selling to the Top
Knock Your Socks Off Prospecting: How to Cold Call, Get Qualified Leads, and Make More Money (Knock Your Socks Off Service!)
Selling to VITO the Very Important Top Officer: Get to the Top. Get to the Point. Get to the Sale.
High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results
Sales Manager Survival Guide: Lessons From Sales' Front Lines
Predictable Revenue: Turn Your Business Into a Sales Machine with the $100 Million Best Practices of Salesforce.com
The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million
The Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales