Selling to the C-Suite, Second Edition: What Every Executive Wants You to Know About Successfully Selling to the Top

Foreword
Preface
Acknowledgments
Chapter 1: When Do Executives Get Involved in the Decision Process?
Chapter 2: Marketing to the C-Suite
Chapter 3: Understanding What Executives Want
Chapter 4: How to Find the Relevant Executive
Chapter 5: How to Gain Access to the C-Suite
Chapter 6: How to Establish Credibility with the C-Suite
Chapter 7: How to Create Value for the C-Suite
Chapter 8: Cultivating Loyalty at the C-Suite
Afterword
Appendix A: Guide to Client Discovery
Appendix B: Tools for Building the Executive Relationship
Recommended Reading
Recommended Associations and Organizations
Notes
Index