|
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
|
