Selling Above and Below the Line: Convince the C-Suite. Win Over Management. Secure the Sale.

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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 ...

Selling Above and Below the Line: Convince the C-Suite. Win Over Management. Secure the Sale. 2015, Amacom, New York

ISBN-13: 9780814434833

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