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Heavy Hitter Sales Psychology: How to Penetrate the C-level Executive Suite and Convince Company Leaders to Buy ebook

by Steve W. Martin


I have read his other books and this one continues in that strong tradition of extremely useful and practical sales wisdom to help win your customers' hearts and minds. I work in marketing and work with a lot of sales people and a lot of customers. If you are in sales and regularly sell to executives, this book is a must read in today's business world.

Heavy Hitter Sales Psychology book.

Heavy Hitter Sales Psychology is for senior salespeople, those who have been in the field for five, ten, and fifteen plus years. The Heavy Hitter sales philosophy has helped over 100,000 salespeople become top revenue producers at companies including AT&T, IBM, NEC, Akamai, BEA Systems/Oracle, and McAfee Software.

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The Intuitive Mind is a fascinating and practical book that will maximize your intuition and help you make better decisions today and predictions about tomorrow! Sigmund Freud and Carl Jung would most assuredly approve. Steve W. Martin, ww. eavyhitterwisdom.

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The Real Story of Informix Software and Phil White : Lessons in Business and Leadership for the Executive Team.

Heavy Hitters Sales Psychology. Inside, you will find expert advice on these topics

The biggest challenge facing salespeople today is securing meetings with C-level executives and convincing them to buy. Based upon extensive interviews with more than 500 C-level executives, Steve Martin's Heavy Hitter Sales Psychology will help you understand how C-level executives think, how they communicate, and how to adapt your use of language to match executive decision makers'. Martin provides language-based strategies that enable your message to rise above your competitors' and impactful psychological suggestions that compel executives to take action. Inside, you will find expert advice on these topics: --Strategies and tactics to penetrate the C -level executive's office --What to say, do, and present in face-to-face meetings with C-level executives --Building rapport using sales linguistics, the study of how the customer's mind uses and interprets language --Understanding and anticipating how the C-level mind-set impacts organizational politics and complex decision making --Extensive real-world examples, illustrations, and exercises help you apply the techniques immediately. Heavy Hitter Sales Psychology is for senior salespeople, those who have been in the field for five, ten, and fifteen plus years. The Heavy Hitter sales philosophy has helped over 100,000 salespeople become top revenue producers at companies including AT&T, IBM, NEC, Akamai, BEA Systems/Oracle, and McAfee Software.
Urtte
I have shared the book's ideas with several salespeople whom everybody think that they are very successful. The result: Most of them know bits and pieces of what is written and they go ahead with their proposals and offers without any detailed plan. They follow their guts mainly, and have an insider in the targeted enterprise. This is how they work on a deal.

This book is hard to comprehend from the first time. You have to read it several times and compile a summary booklet that serves as your tutorial and reference. The author is approaching the "sales" issue as an engineer who tackles all the details and all the parameters.

After compiling my "tutorial" summary, I followed it while targeting a governmental body. Even though we are still in the early phases of a huge deal, but, boy... things are totally different. I'm almost 100% sure that I'm going to nail down this deal.

Great work. Nothing to be compared to.
Bliss
Heavy Hitter Sales Psychology: How to Penetrate the C-level Executive Suite and Convince Company Leaders to Buy

A must read for any sales professional marketing high value complex solutions. The author writes in a jargon free style and provides down to earth advice on how reach and sell at C-level.
Granirad
On very rare occasions, a book comes along that causes us to see a topic in a completely new light. A seemingly innocuous book is so loaded with insight and practical wisdom, that the reader will never look at a subject the same way again. "Good to Great" is probably the best example we've seen in recent years.

I think "Heavy Hitter Sales Psychology" may deliver that same type of impact for senior enterprise sales professionals. The book begins with a somewhat outrageous first sentence; "There is no such thing as reality." Steve Martin begins building a foundation, and it doesn't take long to understand what he means regarding the C-Level Executive. Each succesive chapter adds more insight. Some of the concepts seem a little esoteric at first, but by the end of the book I was amazed at how each section built into a cohesive and logical finish. One of the best side benefits of the book is the understanding you will gain of your own company.

This book is easy to read, the concepts are clear, and nearly every page is loaded with an amazing array of practical insight. This is one of those books I plan to re-read every year. Read this book and don't be surprised when your understanding of C-Level executives is changed forever.
Marilore
What would it be worth to discover the Holy Grail for success in the world of complex sales? All I can say is for the price of an average dinner tab for one, you can purchase a legitimate treasure map that will bring you immediate results if you follow the directions in this book. Although this book may challenge the beginner, the sales pro looking for ways to beat the competition by getting to the decision-makers first will find this book invaluable. Not just a book of "sales theory" but a practical and proven set of executable steps that will lead you to where you must be in the toughest sales environment that our profession has faced in a generation. I can say without hesitation that the ideas in this book have put me in the executive suite of several prospects that I never thought I would get the chance to compete for and win. I'm sold.
Avarm
A sales professional's survival guide to one's job and career!

It is more difficult than ever to deliver sales and income particularly in these unprecendented economic times. Any product or service of any consequence requires executive level approval right now. In the past, decision empowerment would be given to key members in the lower ranks of any company. Today, budgets are fluid and therefore competing projects are subject to executive triage of all business investments. It is more critical than ever how you approach and position yourself favorably to persuade a C-level executive to buy from you.

Martin's prescriptive approach will challenge any sales professional regardless of experience. People are in survival mode today where keeping one's job is paramount. In sales, if you do not hit your numbers, whether you are a VP, Region manager or individual contributor, you will be gone as companies continue to winnow their work forces. This is a must read from that perspective alone.

This book clearly defines the business, psychological and political makeup of senior C-level executives. You must understand their language and the factors these decision makers face daily. This is more intimidating than ever because you must be prepared when approaching these people. Martin takes away the mystery and/or assumptions you may have in reaching these key executives in your business.

Without this awareness, you will fail in today's business climate. Steve Martin does a superb job in preparing you to sell to the C-level executive. This is an environment unlike anything we have seen in our lifetime. A must read for every VP of Sales and sales professional. "Business as usual" is over. Outstanding material!!
Heavy Hitter Sales Psychology: How to Penetrate the C-level Executive Suite and Convince Company Leaders to Buy ebook
Author:
Steve W. Martin
Category:
Marketing & Sales
Subcat:
EPUB size:
1355 kb
FB2 size:
1225 kb
DJVU size:
1761 kb
Language:
Publisher:
TILIS Publishers (September 1, 2009)
Pages:
304 pages
Rating:
4.9
Other formats:
azw doc mobi mbr
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