Books2Read: Attracting CEOs as Clients

March 4, 2010

I do a number of initiatives geared toward acquiring CEOs as clients.  Here are three books that have been exceptionally helpful in my success:

All for One: 10 Strategies for Building Trusted Client Partnerships

by Andrew Sobel, a leading authority on the skills and strategies required to build clients for life.

A Seat at the Table: How Top Salespeople Connect and Drive Decisions at the Executive Level

by Marc Miller, founder and CEO of Sogistics Corporation, an international sales productivity improvement firm.

Secrets of VITO: Think and Sell Like a CEO

by Anthony Parinello, an experienced sales professional and sales trainer


  1. Im a big fan of Andrew Sobel’s “All for One.” Read it several months ago and have referred to it many times since.

    Much to be learned also from Atul Gawande’s, “The Checklist Manifesto” Great lessons on keeping things simple and process driven.

  2. Thanks, Scott. What was your favorite takeaway from the Checklist Manifesto?

  3. System errors come largely from missing “stupid stuff.”

    A process of lists and procedures can help to manage complexity. The special sauce is the importance of communications.

  4. Thanks Seth, great advise.

    Scott, I’m always hunting for the special sauce!

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