June 17, 2011
AMA_Edgewise_1124.mp3 [m]: Play in Popup
In today's fickle economy, senior executives are no longer relying solely on ROI in their purchase planning. In his book Key to the C-suite, Michael Nick outlines the additional financial metrics being used to make buying decisions and empowers sales professionals with the tools to communicate within this new landscape. He explains how to skillfully articulate your value to their bottom line and how to build a business case by assessing your value inventory and leveraging new tools like Linkedin to gain a leg up of insight on the client.
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