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The Key to the C-Suite by Michael J. NICK, Jill KONRATH

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CHAPTER 5COLLECTING INFORMATION DURING YOUR SALES PROCESS

This chapter reveals how to collect the necessary data and build confidence in your ability to discuss the results with C-level executives. Put away your fears and get a better understanding of what your discussion with the CEO and CFO is all about. We cover questioning techniques, information gathering (sources of information), and a typical sales call on a CFO, CEO, or other C-level professionals.

Preparation is the key to success in a C-level sales call. This book is not about how to open the doors to the C-Suite. It is about how to have an intelligent conversation regarding the effect of your product or service on the senior executives’ most important metrics and how to win when you ...

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