Item Details

Selling Above and Below the Line: Convince the C-Suite : Win Over Management : Secure the Sale

William "Skip" Miller
Format
Book
Published
New York : American Management Association, [2015]
Edition
First Edition
Language
English
ISBN
9780814434833, 0814434835, 9780814434840 (ebook), 0814434843 (ebook)
Contents
  • You are selling more than just features and benefits
  • The line that splits the two parts of a sale
  • Selling below the line
  • Knowing your ATL Buyer
  • Understanding ATL Energy
  • Controlling the inbound sale
  • Controlling the outbound sale
  • Stage 1: Being proactive
  • Basics never go out of style
  • Sharpen your executive business acumen
  • Stage 2 : don't forget the split
  • Discussions with an ATL executive
  • Creating and controlling ATL energy
  • The "How" of controlling the ATL sale
  • Stage 3: value vs. value
  • Balancing between the lines to accelerate the deal
  • Stages 4 and 5: getting a decision
  • How to implement ATL/BTL selling in your current process
  • Overall strategizing for an above the line sale.
Description
xviii, 236 pages : illustrations ; 23 cm
Notes
Includes bibliographical references and index.
Technical Details

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    a| You are selling more than just features and benefits -- The line that splits the two parts of a sale -- Selling below the line -- Knowing your ATL Buyer -- Understanding ATL Energy -- Controlling the inbound sale -- Controlling the outbound sale -- Stage 1: Being proactive -- Basics never go out of style -- Sharpen your executive business acumen -- Stage 2 : don't forget the split -- Discussions with an ATL executive -- Creating and controlling ATL energy -- The "How" of controlling the ATL sale -- Stage 3: value vs. value -- Balancing between the lines to accelerate the deal -- Stages 4 and 5: getting a decision -- How to implement ATL/BTL selling in your current process -- Overall strategizing for an above the line sale.
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