Selling to the C-Suite
by: Nic Read
The sales profession provides no diploma or license. It is a trade of enthusiastic amateurs. Yet they are placed in charge of the most mission-critical part of any business: keeping the money moving. The tools and training sales people are given today is woefully out of date. The last innovations were 20 years ago; everything since has just been old tricks re-packaged. As a result of poor corporate governance and an inability to keep the money flowing, the world is in an economic down-turn.
Nic Read, a former executive director of Ernst & Young's revenue growth & risk management practice, is the new voice of the sales profession.
Below is an excerpt from his new book Selling to the C-Suite (McGraw Hill 2009).