This book contains practical, proven tactics for getting appointments with the hardest-to-reach decision makers — the Very Important Top Officers (VITOs). Learn how to reach the people who control the length of your sales cycle, the size of your deals, and the loyalty of your top accounts.

Selling to VITO shows you how to: get into new accounts at the top; avoid time-consuming gatekeeper log-jams; secure face time with VITOs; and promote loyalty at the executive level to capture add-on business. The book combines step-by-step strategies, street-smart techniques, and real-world examples to help you shorten sales cycles and increase commissions.

Based on seminars that have helped sales professionals at companies like Canon, 3M, Hewlett-Packard, and MCI, this guide delivers actionable ideas you can apply immediately to break into senior-level accounts and build lasting executive relationships.

Due to variances in monitor color and lighting, the color of some items may differ slightly from the photographs.

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