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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.
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