TY  - BOOK
AU  - Miller, William
TI  - Selling above and below the line : convince the C-suite : win over management : secure the sale / 
SN  - 9780814434833
AV  - HF 5438.25 .M56 2015 
PY  - 2015///
CY  - New York
PB  - AMACOM--American Management Association
KW  - SELLING
N1  - 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
ER  -