C O N T E N T S
Foreword by Jill Konrath, xi
Acknowledgments, xiii
Introduction, 1
C H A P T E R 1
The C-Suite Effect, 3
Major C-Suite Metrics
The Value of Metrics in Selling to the C-Suite
Summary
C H A P T E R 2
Building Your Value Inventory, 11
The Uses of a Value Inventory
Creating a Value Inventory Matrix
C-Suite Impact
Summary
C H A P T E R 3
Identifying Your Prospect's Threshold for Pain, 29
Using Your Value Inventory to Create Discovery Questions
Creating Your Pain-Discovery Questions
Determining the Prospect's Threshold for Pain
Estimating Your Value to the Prospect
Summary
C H A P T E R 4
Determining Your Value to the C-Suite, 45
How Strategic Buying Decisions Are Made
Identifying Your Impact
Using Financial Reports
Financial Reports and the C-Suite
Researching Your Prospect's Financial Information
The Financial Manager's Responsibilities in an Organization
Summary
C H A P T E R 5
Collecting Information During Your Sales Process, 61
The Stages of the Sales Process
1. Qualify
2. Discovery
3. Present Solution
4. Due Diligence
5. Close
Summary
C H A P T E R 6
Creating a Financial Dashboard, 85
Building a Comprehensive Financial Dashboard
Dashboard Components
Summary
C H A P T E R 7
Presenting Your C-Suite Findings, 111
Objectivity of Interpretation
Credibility of the Data Collected
Accuracy
Graphics
Educational Content
Both Value and Costs Presented
Creative Output
C-Suite Effect
Summary
C H A P T E R 8
Building Your Business Case, 135
Business Case Summary Results
C-Suite Effect
Expected Value Delivered Each Year (Impact)
Current Cost and Extrapolated Cost over a
Three- to Seven-Year Period
Estimated ROI, NPV, IRR, and Payback Period
Cost of Decision Delay and Cost of No Decision
Cash Flow Analysis and Impact
Contents ix
American Management Association * www.amanet.org
Comparison of Financial Metrics to Industry Norms
Investment Breakdown
Summary
C H A P T E R 9
What They Don't Teach You in Sales Training, 155
Sales Professionals . . . Do We Really Need Them?
Get Buy-In from All the Key Players-Not Just the Executives
What Do I Do When I Am in a Sales Slump?
Nobody Cares About Your Product, Service, or Solution
It's Possible to Enter the Buyer's Journey Earlier
You Cannot Teach Rapport
Buyers Are Liars, But Then Again, Liars Are Buyers, Too
How Do You Get to the Meeting at the Level That Counts?
Learn from the Best
Learn How to Think Like a Champion
Call Higher or Die Slowly
It's Not About You
Target Marketing Is a Necessity for Sales!
You Have Two Ears and One Mouth . . . Use Them in That
Proportion
Summary
C H A P T E R 1 0
Assembling the Pieces, 175
Roadmap to the C-Suite
Index, 179
