In this helpful guide, you will discover ten tangible metrics C-level executives do look for, and teaches you to apply those metrics to build a case for your products and services that will unlock the door to greater sales. With budgets more stringent than ever, important purchasing decisions have moved up the ladder to the C-suite. When it comes to selling to those at the highest level, author Michael Nick has a revelation for you: ROI is no longer the key metric for making purchasing decisions. In The Key to the C-Suite, you'll learn how to: uncover key financial information on a prospect; determine a corporation's financial stability; clearly define the value of the product or service you are selling; calculate the value impact of your offerings in financial metrics; and showcase how your sales packages fit into metrics such as return on asset, return on equity, operating costs, net profit, and earnings. These days, it is crucial for sales professionals to be able to communicate the positive effect their products or services will have on a company's financial statements. The Key to the C-Suite explains how to showcase bottom-line value using individually trackable and measurable metrics that will win over companies' top decision makers.

"In this crazy-busy world of ours, Jill Konrath's strategies are just what sellers need to be successful."
-Michael Port, bestselling author of "Book Yourself Solid"

Internationally recognized sales strategist Jill Konrath shows how to overcome customer hesitation to get more appointments, speed up decisions, and win sales. Drawing on her years of selling experience, as well as the stories of other successful sellers, she offers four SNAP rules: Keep It Simple: Make things easy and clear for your customers. Be iNvaluable: Stand out by being the person your customers can't live without. Always Align: Make sure you're in synch with your customers' objectives, issues, and needs. Raise Priorities: Keep the most important decisions at the forefront of their mind.

In The Sales Magnet: How to Get More Customers Without Cold Calling, prospect-attraction expert Kendra Lee reveals exactly how to reach your ideal contacts using approaches that work best for you. You'll discover a multitude of tips to create a steady rush of new opportunities -- all designed to get prospects coming to you, asking for your assistance because they know about you and want to work with you, including: o Attraction strategies to make prospects feel you've reached out to make a personal connection. o Digital media approaches to draw out elusive, unresponsive prospects o Collaborative techniques to engage prospects and magnify your results o Tools, templates, and downloadable resources you can use right away

What is stopping you from closing all of the sales you deserve to close? Hint: it's not you, not your solution, and not the buyer. It's the sales model itself. Now, in this revolutionary book written by the visionary and NYTimes Business Bestseller Selling with Integrity, go behind-the-scenes with the buyer and learn all of the details that go on off-line prior to a purchase. And learn the 12 'dirty little secrets' that are part of the sales model that actually prevents buyers from buying. Dirty Little Secrets: why buyers can't buy and sellers can't sell and what to do about it breaks down the entire buying decision process, and offers a complete understanding of how buyers buy - the steps they go through, the systems issues they must manage internally, the types of decisions they must make. And learn how the sales model manages merely the last action that buyers take before they adopt a solution. Moving beyond her 7 other highly acclaimed books on her revolutionary Buying Facilitation model, her new book goes to the heart of the buying decision, with great examples and a complex case study to teach the model. Selling with Integrity reviews: "Finally, a sales paradigm which supports our spiritual values and lays the foundation for the shifts occurring in business today. Ken Blanchard, coauthor of The One Minute Manager "Morgen's Buying Facilitation is light years ahead of the rest of the field. Philip Kotler, author of Marketing Management Dirty Little Secrets reviews: Because of this book, well never be able to go back to the old way of selling. It teaches us how buying decisions are made - missing from the industry until now. This book is too big to push under the rug: Its crystal clear and easy to understand, and necessary for any serious sales professional. Jeff Blackwell, Founder SalesPractice.com This book is a dead-on analysis of how buying decisions get made. Anne Miller, author Metaphorically Selling Sharon Drew has turned traditional sales thinking upside down and has provided a tactical roadmap for sellers to help buyers get the internal buy-in necessary to buy. Michael Norton, Founder CanDoGo.com Dirty Little Secrets takes us inside our buyer's decision-making process where we discover factors they need to address prior to buying - most of them having nothing to do with our solution. Jill Konrath, author Selling to Big Companies Revealing the secret to how people really buy has been untouched... until now Dirty Little Secrets delivers powerful insights and practical thinking that transform not only selling but all forms of decision making. Lee J. Colan, author Sticking to It Having pioneered the new sales paradigm more than two decades ago, Sharon Drew is back with a very human, accessible and powerful approach. Britton Manasco, Principal Manasco Marketing Partners This is not a business-as-usual book, but a dramatic change in how we sell. Someday Buying Facilitation will be a natural part of our sales process. Reg Nordman, Managing Partner Rocket Builders Dirty Little Secrets is a must read for all senior executives: Morgen explains why sales fails and provides deep insight into how customers decide. Mark Dallmeir, CEO The ROBB Group Holdings Sharon Drews Buying Facilitation model is the only approach that manages the off-line decision making. Weve used her process for 10 years and our revenues have grown consistently. Dirty Little Secrets should be on the desk of every CEO and sales professional. Jack Hubbard, CEO St. Meyer & Hubbard. Social entrepreneurs and progressives get uncomfortable about sales techniques and wary of manipulating people. Dirty Little Secrets teaches how to serve customers with no persuasion or manipulation - how to do good, make money and keep integrity intact. Gil Friend, CEO Natural Logic

Being an agile seller virtually guarantees a prosperous career When salespeople are promoted, switch jobs, or face new business conditions, they need to learn lots of new information and skills quickly. It's a daunting task, compounded by the fact that they're under intense pressure to deliver immediate results. What Jill Konrath calls agile selling is the ability to quickly learn all this new info and then leverage it for maximum impact. Having an agile mindset, one that keeps you going through challenging times, is the crucial starting point. You also need a rapid-learning plan that helps you establish situational credibility with your targeted or existing customers in just thirty days. In Agile Selling, you'll discover numerous strategies to help you become an overnight sales expert, slashing your path to proficiency.