The Key to the C-Suite

What You Need to Know to Sell Successfully to Top Executives

The Key to the C-Suite

Author: Michael J. Nick
Pub Date: June 2011
Print Edition: $22.00
Print ISBN: 9780814417300
Format: Hardback
e-Book ISBN: 9780814417317

Buy the book:

Buy the book thru Barnes and Noble. Buy the book thru AMAZON. Buy the book thru indiebound. Buy the eBook.
See other vendors.


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.

About the Author

MICHAEL J. NICK, president and founder of ROI4Sales, Inc., has taught selling techniques, developed sales tools, and implemented sales processes at companies throughout the world, including Hewlett Packard, Microsoft Great Plains, NEC, Emerson, and Oracle.

Search the full text of this book


Order Now!

For single copy purchases of any AMACOM title, you can connect directly to the online retailer of your choice, from the list below, to buy the title you have selected. Most of our links will take you directly to that title on the site, making your shopping experience easier. You can also visit your local retailer, and if the book is not on their shelves they can special order it for you.

Retailers: Please contact us to change or add a listing.

Buying in Bulk?

We have very competitive discounts starting at 5 copies, as well as personal service, for bulk orders. Simply contact our Special Sales Department. Call 800-250-5308 or 212-903-8420 and ask for Special Sales. You can also email: