Visionary Selling: How to Get to Top Executives and How to Sell Them When You're There

by Barbara Geraghty

Book Overview

Suggests that sales presentations should be based on bottom line future business results because that is what top company officers are interested in.

• Format: Hardcover
• Language: English
• ISBN: 0684839857
• ISBN13: 9780684839851
• Release Date: February 1998
• Publisher: Simon & Schuster
• Length: 236 Pages
• Weight: 1.10 lbs.
• Dimensions: 1.0" x 6.4" x 9.6"

Customer Reviews

Visionary Selling - a must read for C level selling

I read all books on selling as soon as they are released as part of my responsibilities at Rockwell Automation. I really like this book. It reads well,(And fast)and is full of great ideas, as well as a processs to call on executive level buying influences. It is exactly what salespeople selling today need to access the high level executives that control the money to sponsor visionary ideas. I liked the book so much I have hired Barbara to spend two days with her visionary Selling class with our 100 top sales people. All our sales managers and top sales people have read and evaluated this book as excellent.

I AM a CEO...this is a great book

Barbara's book is quite well written and clearly explains a very provocative idea of how a salesperson should interact with a CEO. As I read the book...which I did in one sitting, because it was so compelling...I couldn't help but think how much better off I would be if the salespeople of my key suppliers behaved in the manner postulated by Barbara. I could use their help. In return they would have my loyalty and wouldn't need to focus so much on low price, because they would be adding value. In fact, one of our suppliers does just as Barbara suggests. They have been rewarded with being appointed an Authorized Supplier for our entire franchise network, worldwide.

Full of Excellent How-To's

If you want to sell more you need to call on the decision makers. Barbara's book details how to get the attention of the "C" level decision makers and then how to keep their attention.Excellent how-to's and why's. Must read for anyone who desires to be successful in sales.

The best business book I've ever read.

I read most business books about half way through and then place them on a bookshelf. Visionary Selling hasn't made it to my bookshelf. I take it with me wherever I go. I've read it two or three times. The reason? This book tells us that what we always believed is true: When selling, always try to get as broad & deep into your customer's organization as possible. The higher you go up the organizational chart, the better the results. What Visionary Selling does that no other book does is shows you how to penetrate the "C" level (CEO, CFO, COO). Barbara Geraghty explains why you should target these executives and how to do it. You gain an understanding of what makes them tick. As an account manager, I have always done a lot of research on my customer's organizations. After reading Visionary Selling, I realized how much I didn't know about my customers and their top officers. Most importantly, after applying Barbara's principles of Visionary Sell! ing, I have developed relationships w/ CEO's, and accomplished more than I ever have before!!!

A fabulous find ! Compelling and entertaining.

There were so many, many gems of ideas, but the one that keeps resounding in my ears is that prospects become customers after a great deal of work and attention...then they become something else...somebody else's prospect !