Selling to VITO the Very Important Top Officer: Get to the Top. Get to the Point. Get to the Sale.

Great read, awesome advice and teachings for sales executives, this book is easy to read and apply instantly. Particularly perfect when focused on getting new clients.

This book was recommended to help me market my consulting business, but wow, it is so much more than that. It is a great book about the people within organizations and our tendances, abilities, and outlooks. I recommend this book as great and insightfull primer for anyone in any organization.

A short and amusing introduction to the art of selling "starting from the top of organisation", required knowledge for anyone in sales. I liked the compact, energetic format of the book and the single-minded dedication of the author to cultivating "VITO"s. For countries outside the USA the whole approach is probably over the top, but the exaggerated methods do enlighten and inspire to make a fresh approach to your sales techniques wherever you are located.

I've read many sales books over the years, but Selling to Vito has made it to one of my top 3 books of all times on sales. I've closed many deals before but after reading Selling to Vito, my sales sky-rocketed to an impressive 833%. Being a benefits broker, it's all about providing added value to get as much information to the client & employees w/o having to waste time for anyone in the organization. I love talking to VITO. I don't waste my time anymore talking to the wrong people in the organization. My advice is, if you want to be a BIG DEAL CLOSER, Selling to Vito is a must read.

I had to read this for work. I definitely would not have continued if it was for personal interest.

I highly recommend this for anyone in outside sales. Even inside salesman could get some very strong takeaways. It's more geared to someone already experienced in their current role, so the most ideal timing to read this for a new outside sales rep would be 6 months to a year in. That being said, I am still glad I read it going into my new role as it helped me understand the importance of not meeting with non-Decision Makers.

Love this book. I buy it for individuals on my sales team at strategic moments in their development. Specifically when they want to improve their ability to write effective letters to CEOs and CFOs. Also when they are developing new phone approaches to high level decision makers. Insights from this book can be applied to first appointments.

This book is about selling to business owners, or the heads of companies, the Influencers. If you have not yet had the pleasant experience of Corporate Sales, you absolutely have to read this book. It is a crash course in a basic strategy that if you don't yet have, you will fail in Corporate sales, a must own.

Definitely one of the better Sales books I've read. It provides a clear methodology and some great tactics you can apply to your selling. In an error where people are regurgitating the same rubbish with new buzz words this book still carries considerable weight and should be in any serious Sales professionals library.

This is good book for people in sales and are hunting for new accounts. It provides the essential information about why and how we need to use the top down approach rather then the bottom top approach in our sales process.

Alles gut!

Fantastic book, not only for the content in terms of guidance on approach and personas but very engaging. Anthony Parinello has a rare engaging tone that is genuinely conversational to the reader and pulls you in - and I've found myself referencing his anecdotes when speaking with colleagues!

Great reads for sales people.