The Resource Selling Above and Below the Line, Miller, William

Selling Above and Below the Line, Miller, William

Label
Selling Above and Below the Line
Title
Selling Above and Below the Line
Statement of responsibility
Miller, William
Creator
Contributor
Author
Subject
Genre
Language
  • eng
  • eng
Summary
Cost, service, functionality-good salespeople know the value propositions that speak to frontline managers. But there's another crucial player in the buying decision, with an entirely different set of criteria. Top-level executives evaluate proposals from an "above the line" perspective: ROI, time saved, risk lowered, productivity improved. Sales professionals that appeal to both achieve spectacular results. In Selling Above and Below the Line , master sales trainer Skip Miller shows how to simultaneously sell the technical and financial fit of any product or service-a strategy used by Google, Apple, Cisco WebEx, and other powerhouses. Readers learn to: Create energy by including executives early in the sales process • Ask the right questions and pinpoint big-picture financial needs • Keep "below the line" managers from feeling bypassed • Uncover value propositions that target each set of decision-makers Too often, sales that seemed locked in will stall or go dark. Learn to sell above and below the line, and keep the process moving swiftly toward successful, lucrative deals
http://library.link/vocab/creatorName
Miller, William
Nature of contents
dictionaries
http://library.link/vocab/relatedWorkOrContributorName
O'Reilly Media Company
http://library.link/vocab/subjectName
Computer network protocols
Label
Selling Above and Below the Line, Miller, William
Link
https://databases.mvlc.org/connect/oreilly?ID=9780814434833
Instantiates
Publication
Carrier category
online resource
Carrier category code
  • cr
Carrier MARC source
rdacarrier
Color
multicolored
Content category
text
Content type code
  • txt
Content type MARC source
rdacontent
Dimensions
unknown
Edition
1st edition
Extent
1 online resource (240 pages)
Form of item
online
Issuing body
Made available through: O'Reilly Media Company.
Media category
computer
Media MARC source
rdamedia
Media type code
  • c
Reproduction note
Electronic reproduction.
Specific material designation
remote
System control number
(CaSebORM)9780814434833
System details
Mode of access: World Wide Web
Label
Selling Above and Below the Line, Miller, William
Link
https://databases.mvlc.org/connect/oreilly?ID=9780814434833
Publication
Carrier category
online resource
Carrier category code
  • cr
Carrier MARC source
rdacarrier
Color
multicolored
Content category
text
Content type code
  • txt
Content type MARC source
rdacontent
Dimensions
unknown
Edition
1st edition
Extent
1 online resource (240 pages)
Form of item
online
Issuing body
Made available through: O'Reilly Media Company.
Media category
computer
Media MARC source
rdamedia
Media type code
  • c
Reproduction note
Electronic reproduction.
Specific material designation
remote
System control number
(CaSebORM)9780814434833
System details
Mode of access: World Wide Web

Library Locations

    • Merrimack Valley Library ConsortiumBorrow it
      4 High Street, Suite 175, North Andover, MA, 01845, US
      42.7009413 -71.1255084
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