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Michael Nick on Selling to the C-Suite

Narrated by: Dave Summers
Length: 11 mins
3 out of 5 stars (1 rating)

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Summary

In today's fickle economy, senior executives are no longer relying solely on ROI in their purchase planning. In his book Key to the C-suite, Michael Nick outlines the additional financial metrics being used to make buying decisions and empowers sales professionals with the tools to communicate within this new landscape. He explains how to skillfully articulate your value to their bottom line and how to build a business case by assessing your value inventory and leveraging new tools like Linked in to gain a leg up of insight on the client.

©2011 Michael Nick (P)2014 American Management Association International

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  • Rob Feldman
  • 18-10-18

Great short snippet on C Suite strategies

very concise lead in to authors book. illustrated the change in the dynamics of the buying process