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The Key to the C-Suite

Book Description

Sell to the C-suite by speaking their language…. With budgets more stringent than ever, important purchasing decisions have moved up the ladder to the C-suite. These days, it is crucial for sales professionals to understand the financial metrics senior level executives use to make strategic buying decisions and be able to communicate the positive effect their products or services will have on a company’s financial statements. This book shows readers how to build a convincing business case and present it to C-level executives. Readers will discover how to: Find key financial information on a prospect • Determine a corporation’s financial stability • Clearly define the value of the product or service they are selling • Calculate the value impact of their offerings in financial metrics Clarifying how sales packages fit into metrics such as return on asset, return on equity, operating costs, net profit, and earnings, this book reveals how readers can determine their product’s value as perceived by an organization’s ultimate decision makers, and unlock the door to greater sales.

Table of Contents

  1. Cover Page
  2. Title Page
  3. Copyright Page
  4. Contents
  5. Foreword by Jill Konrath
  6. Acknowledgments
  7. Introduction
  8. CHAPTER 1 The C-Suite Effect
    1. Major C-Suite Metrics
    2. The Value of Metrics in Selling to the C-Suite
    3. Summary
  9. CHAPTER 2 Building Your Value Inventory
    1. The Uses of a Value Inventory
    2. Creating a Value Inventory Matrix
    3. C-Suite Impact
    4. Summary
  10. CHAPTER 3 Identifying Your Prospect's Threshold for Pain
    1. Using Your Value Inventory to Create Discovery Questions
    2. Creating Your Pain-Discovery Questions
    3. Determining the Prospect's Threshold for Pain
    4. Estimating Your Value to the Prospect
    5. Summary
  11. CHAPTER 4 Determining Your Value to the C-Suite
    1. How Strategic Buying Decisions Are Made
    2. Identifying Your Impact
    3. Using Financial Reports
    4. Financial Reports and the C-Suite
    5. Researching Your Prospect's Financial Information
    6. The Financial Manager's Responsibilities in an Organization
    7. Summary
  12. CHAPTER 5 Collecting Information During Your Sales Process
    1. The Stages of the Sales Process
    2. 1. Qualify
    3. 2. Discovery
    4. 3. Present Solution
    5. 4. Due Diligence
    6. 5. Close
    7. Summary
  13. CHAPTER 6 Creating a Financial Dashboard
    1. Building a Comprehensive Financial Dashboard
    2. Dashboard Components
    3. Summary
  14. CHAPTER 7 Presenting Your C-Suite Findings
    1. Objectivity of Interpretation
    2. Credibility of the Data Collected
    3. Accuracy
    4. Graphics
    5. Educational Content
    6. Both Value and Costs Presented
    7. Creative Output
    8. C-Suite Effect
    9. Summary
  15. CHAPTER 8 Building Your Business Case
    1. Business Case Summary Results
    2. C-Suite Effect
    3. Expected Value Delivered Each Year (Impact)
    4. Current Cost and Extrapolated Cost over a Three- to Seven-Year Period
    5. Estimated ROI, NPV, IRR, and Payback Period
    6. Cost of Decision Delay and Cost of No Decision
    7. Cash Flow Analysis and Impact
    8. Comparison of Financial Metrics to Industry Norms
    9. Investment Breakdown
    10. Summary
  16. CHAPTER 9 What They Don't Teach You in Sales Training
    1. Sales Professionals ... Do We Really Need Them?
    2. Get Buy-In from All the Key Players-Not Just the Executives
    3. What Do I Do When I Am in a Sales Slump?
    4. Nobody Cares About Your Product, Service, or Solution
    5. It's Possible to Enter the Buyer's Journey Earlier
    6. You Cannot Teach Rapport
    7. Buyers Are Liars, But Then Again, Liars Are Buyers, Too
    8. How Do You Get to the Meeting at the Level That Counts?
    9. Learn from the Best
    10. Learn How to Think Like a Champion
    11. Call Higher or Die Slowly
    12. It's Not About You
    13. Target Marketing Is a Necessity for Sales!
    14. You Have Two Ears and One Mouth ... Use Them in That Proportion
    15. Summary
  17. CHAPTER 10 Assembling the Pieces
    1. Roadmap to the C-Suite
  18. Index