Sell to Any Company in Any Industry...
Better and Faster than a Harvard MBA
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Foreword

In economics, increased productivity attracts capital. It works the same in sales – the most productive sales teams capture the most capital. They close the biggest deals, have the highest ASP (average selling price) and earn the most money. Think Like a CEO will allow any company to build an industry-dominant sales organization. In order to close sales with top executives, you must get inside their heads, understanding what they want, and—perhaps most important—what they worry about. And top executives of just about every company worry about Wall Street and the value of their company.

Think Like a CEO outlines the Wall Street Selling Methodology™, putting your sales representatives on the same page as senior executives of your prospects. This is a cutting edge business book, providing unique tools that will drive sales. One of the concepts that I’m sure will resonate with readers of this book is how the complex language of Wall Street is summarized in easy to understand ideas. Within minutes your sales teams can develop a strategy that will align your value proposition to what your prospect is focusing on— Wall Street – and how he is planning to drive results – his Profit Strategies.

I have extensive background in the competitiveness of nations, and can assure you that the same principles apply to the competitive environment that companies face on a daily basis. In our book, Rust to Riches: The Coming of the Second Industrial Revolution, Dr. Deborah Allen and I make the case that the two most important ingredients driving success are having the willingness to work, and having the right tools. Think Like a CEO will re-energize your sales team, and provide them with the top sales tools in today’s market. If you have it in your hands right now, you have the opportunity to drive economic value in your organization. Take my advice and do it.

Finally, Think Like a CEO is much too important a book to restrict its use to the sales organization. It will help everyone in your business understand how to create and execute a strategy to give your company lasting value by teaching them, in understandable English, the connection between work and value. It will help you create a coherent, effective organization by teaching everyone why they are doing what they are doing to achieve the firm’s objectives. Investors should read it as well to help them identify value winners and losers when picking stocks.

At all costs, however, keep this book out of the hands of your competitors. Best to keep them in the dark.

Dr. John Rutledge

 

 

 
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