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Selling to the C-Suite, Second Edition


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Table of Contents




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


Appendix A: Guide to Client Discovery

Appendix B: Tools for Building the Executive Relationship

Recommended Reading

Recommended Associations and Organizations



About the Author

Nicholas A. C. Read is chairman of the sales coaching firm SalesLabs (, which helps companies drive revenue growth through the application of improved process, measurement, and skills. He shares his time between North America, Asia, and Europe.

Stephen J. Bistritz, Ed.D., is president of Learning Solutions International ( He has more than four decades of high-technology sales, sales management, and training management experience, dealing with companies ranging from startups to global leaders.

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