Selling above and below the line : convince the C-suite : win over management : secure the sale /
William Miller
- New York: AMACOM--American Management Association, 2015.
- xviii, 236 pages : illustrations ; 23 cm.
Includes index.
1. You Are Selling More Than Just Features and Benefits -- 2. The Line That Splits the Two Parts of a Sale -- 3. Selling Below the Line -- 4. Know Your ATL Buyer -- 5. Understanding ATL Energy -- 6. Controlling the Inbound Sale -- 7. Controlling the Outbound Sale -- 8. Stage 1: Being ProActive -- 9. Basics Never Go Out of Style -- 10. Sharpen Your Executive Business Acumen -- 11. Stage 2: Don't Forget The Split -- 12. Discussions with an ATL Executive -- 13. Creating and Controlling ATL Energy -- 14. The "How" of Controlling the ATL Sale -- 15. Stage 3: Value vs. Value -- 16. Balancing Between the Lines to Accelerate the Deal -- 17. Stages 4 and 5: Getting a Decision -- 18. How to Implement ATL/BTL Selling in Your Current Process -- 19. Overall Strategizing for an Above the Line Sale