1999 SellingtoVITOTheVeryImportantTo

• (Parinello, 1999) ⇒ Anthony Parinello. (1999). “Selling to VITO: The Very Important Top Officer.” Adams Media.

Subject Headings: Key Decision Maker (KDM), Executive Sponsor.

Notes

• The book introduces the concept of VITO, the Very Important Top Officer, who holds the ultimate decision-making power in an organization.
• The book emphasizes the importance of speaking VITO's language and aligning sales pitches with the executive's priorities to maximize success.
• The book teaches salespeople how to effectively bypass gatekeepers, ensuring direct access to key decision-makers.
• The book focuses on building relationships with VITOs by delivering tailored solutions that address their strategic business challenges.
• The book underscores the power of referrals from trusted sources to gain credibility and capture the attention of VITOs.
• The book provides techniques to compress the sales cycle by aligning with VITO's timeline, making the sales process faster and more efficient.
• The book teaches the importance of creating value propositions that emphasize tangible benefits and outcomes important to VITOs.
• The book encourages salespeople to be persistent and resilient when dealing with busy executives who may not respond immediately.
• The book is based on real-world sales experience and provides practical strategies that have been successfully applied by over a million sales professionals.

Cited By

• http://scholar.google.com/scholar?q=%222003%22+Selling+to+VITO%3A+The+Very+Important+Top+Officer

Quotes

Book Overview

Selling to Vito contains all the tactics you need to get appointments with impossible-to-reach top decision-makers. They in fact are the Very Important Top Officers (VITOs), the people with the ultimate veto power who hold the key to bigger commission checks, every sales award you could possibly win, and VITO to VITO referrals that you can take to the bank! You'll quickly learn how to:Get into new accounts at the topKeep out of time-consuming log-jams-and into VITO's officePromote loyalty at the top with existing customers and capture add-on businessIncrease the size of every sale

Selling To VITO offers innovative new ideas and street-smart tactics for reaching the very top person in any organization. It's based on the seminars that have helped thousands of sales professionals from top corporations like Canon, 3M, Hewlett-Packard, and MCI bust quotas and increase commissions. It can help you, too, by getting you to the right person so you can do what you do best: SELL!

Anthony Parinello is without question the country's foremost expert on getting appointments with, and selling to, top decision makers. This book is the product of his twenty-three years of award-winning sales performance.

References

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	Author	volume	Date Value	title	type	journal	titleUrl	doi	note	year
1999 SellingtoVITOTheVeryImportantTo	Anthony Parinello			Selling to VITO: The Very Important Top Officer						1999