
Selling Above and Below the Line
Convince the C-Suite. Win Over Management. Secure the Sale.
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Narrated by:
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Timothy Andrés Pabon
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By:
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William Miller
About this listen
Most salespeople work hard to become proficient in reaching the frontline managers in their markets. However, a salesperson who wishes to achieve long-lasting success with a client will learn how to also appeal to top-level executives from an “above the line” perspective.
Master sales trainer Skip Miller shows how to simultaneously sell to both the frontline manager as well as the executive who is more concerned with profit/loss indicators such as ROI, time saved, risk lowered, and productivity improved - a strategy used by Google, Apple, Cisco WebEx, and other powerhouses.
In Selling Above and Below the Line, you will learn how to:
- Create energy by including executives early in the sales process.
- Ask the right questions and pinpoint big-picture financial needs.
- Keep “below the line” managers from feeling bypassed.
- Uncover value propositions that target each set of decision-makers.
- Sales that seem locked in will stall or go dark.
Customers who have been loyal to you suddenly back out of the relationship due to decisions made above the manager’s head. This often could have been avoided had the salesperson been intentional to sell both the technical and financial fit.
In Selling Above and Below the Line, learn to effectively communicate both, leading to more successful and lucrative deals than ever before.
©1995 William Miller (P)2020 AMACOMListeners also enjoyed...
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- Narrated by: Sara C. Mednick PhD
- Length: 12 hrs and 4 mins
- Unabridged
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If you’re like most people, the relentless daily grind of go-go-go, do-do-do, can run down your energy and deplete your resources. While most of us find our lives full of “Upstate” moments that rev up our stress engines, it doesn’t have to be this way. World-renowned sleep researcher Sara C. Mednick, PhD, shows us how we can access the most replenishing and repairing aspects of sleep through activities and moments that happen during our day by diving into our “Downstate”.
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Game Changer
- By MES on 01-22-23
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The Magic of Manifesting Money
- 15 Advanced Manifestation Techniques to Attract Wealth, Success, and Abundance Without Hard Work (Law of Attraction, Book 2)
- By: Ryuu Shinohara
- Narrated by: Mike Kruft
- Length: 3 hrs and 34 mins
- Unabridged
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Are you always stressed or worried about how and when money will come? Have you listened to a ton of “how to manifest money” books and are still not getting results? These all-too-familiar feelings do not have to be your reality. And moving away from it doesn’t have to be difficult, either
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Excellent Read. Informative and Engaging
- By Brooke Lindley on 05-05-21
By: Ryuu Shinohara
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The Book of Moods
- How I Turned My Worst Emotions Into My Best Life
- By: Lauren Martin
- Narrated by: Barrie Kreinik
- Length: 6 hrs and 33 mins
- Unabridged
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Five years ago, Lauren Martin was sure something was wrong with her. She had a good job in New York, an apartment in Brooklyn, a boyfriend, yet every day she wrestled with feelings of inferiority, anxiety and irritability. It wasn't until a chance encounter with a (charming, successful) stranger who revealed that she also felt these things, that Lauren set out to better understand the hold that these moods had on her, how she could change them, and began to blog about the wisdom she uncovered.
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A great book to remind you to not take life so seriously.
- By Shana Osborne on 02-23-21
By: Lauren Martin
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Real Estate Campgrounds
- How to Invest in Outdoor Hospitality with Campgrounds, RV Parks, and Glamping
- By: Heather Blankenship
- Narrated by: Rachael Warren-Allen
- Length: 6 hrs and 41 mins
- Unabridged
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Discover the wide-open opportunity of outdoor hospitality—a real estate investing niche that delivers outsized cash flow and appreciation with way less competition. Tired of chasing crowded mainstream investments? RV parks, campgrounds, and glamping sites (aka "outdoor hospitality") may be the investing niche you’ve been looking for.
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Informative
- By Anonymous User on 05-02-25
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How to Become a Rainmaker
- The Rules for Getting and Keeping Customers and Clients
- By: Jeffrey J. Fox
- Narrated by: Jeffrey J. Fox
- Length: 2 hrs and 8 mins
- Unabridged
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Ever notice that there are people you work with who just make business happen? Listen to How to Become a Rainmaker to figure out the secret of being a storm front in your company. Let it pour!
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Great non-nonsense book
- By J. Yoon on 01-21-03
By: Jeffrey J. Fox
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Inventor Confidential
- The Honest Guide to Profitable Inventing
- By: Warren Tuttle, Jeffrey A. Mangus
- Narrated by: Warren Tuttle
- Length: 6 hrs and 27 mins
- Unabridged
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The road to licensing a profitable, innovative product or technology is riddled with curves, holes, and rocky cliffs. The President of the United Inventors Association shows inventors, innovators, and makers a better path toward monetizing your creations and how to avoid the get-rich-quick scammers. Inventor Confidential will show them where to best spend their hard-earned money to maximize their odds for success.
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This book is everything for an inventor!
- By Mike James on 07-13-21
By: Warren Tuttle, and others
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Creative Directions
- Mastering the Transition from Talent to Leader
- By: Jason Sperling
- Narrated by: John Behrens, Jason Sperling
- Length: 6 hrs and 47 mins
- Unabridged
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For creators, getting that promotion to management is exciting but can also be scary. The skills that made them so successful may not translate to the skill required to be a great manager, and this gets even more complicated when managing other creatives who often don’t thrive under traditional management procedures. Creative Directions is a management masterclass in which you attend lectures and seminars as you learn from some of the best in the business.
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Thank you!
- By Maury on 09-16-21
By: Jason Sperling
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Powerhouse
- The Untold Story of Hollywood's Creative Artists Agency
- By: James Andrew Miller
- Narrated by: James Andrew Miller, Kirby Heyborne, Ann Richardson
- Length: 25 hrs and 1 min
- Unabridged
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In 1975, five young employees of a sclerotic William Morris agency left to start their own strikingly innovative talent agency. In the years to come, Creative Artists Agency would vault from its origins in a tiny office on the last block of Beverly Hills to become the largest and most imperial, groundbreaking, and star-studded agency Hollywood has ever seen - a company whose tentacles now spread throughout the world of movies, music, television, technology, advertising, sports, and investment banking far more than previously imagined.
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A terrific look behind the curtain
- By Amazon Customer on 08-19-16
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The Ultimate Guide to Great Mentorship
- 13 Roles to Making a True Impact
- By: Scott Jeffrey Miller
- Narrated by: Scott Miller
- Length: 4 hrs and 1 min
- Unabridged
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The Ultimate Guide to Great Mentorship walks mentors through the mentorship journey, from setting initial expectations and goals, to tracking progress, to identifying when it is time to find new opportunities. Filled with practical sample plans to make the experience much more impactful for all parties, this timely guide takes the ambiguity out of how to be a great mentor.
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Informative Listen for Mentors and Others
- By Cobrandy on 10-24-23
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The Power of Awareness
- And Other Secrets from the World's Foremost Spies, Detectives, and Special Operators on How to Stay Safe and Save Your Life
- By: Dan Schilling
- Narrated by: Dan Schilling
- Length: 7 hrs and 6 mins
- Unabridged
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In his empowering book, Dan Schilling shares how to identify and avoid threats using situational awareness and intuition just like the pros. Told with wit and wisdom, this compelling guide uses harrowing stories from Dan's special operations career and those of other experts to outline six easily implemented rules you can apply anywhere to improve your personal safety.
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Good information but a miss on delivery possibly
- By HonestBuyer on 04-30-23
By: Dan Schilling
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The Agent's Edge
- Secret Strategies to Win Listings and Make Your Fortune Selling Real Estate
- By: Jordan Cohen, Mark Tabb - contributor, Sylvester Stallone
- Narrated by: Jordan Cohen, Eric Simon, Matt Lionetti
- Length: 5 hrs and 44 mins
- Unabridged
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Jordan Cohen started out selling entry-level houses in Southern California over thirty years ago. Always working alone as an individual agent without a partner or a team, he consistently sets new sales records year after year, including 2021 where he closed over $314 million in residential real estate. In The Agent’s Edge, he teaches agents of all levels how to win listings, take advantage of every opportunity and make your fortune in the fast-paced, exciting world of real estate sales.
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Great business insights!
- By Kristian on 04-20-25
By: Jordan Cohen, and others
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The Restart Roadmap
- Rewire and Reset Your Career
- By: Jason Tartick
- Narrated by: Jason Tartick
- Length: 6 hrs and 6 mins
- Unabridged
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It’s never too late to redefine yourself and your priorities. In this guide to changing your career and your life, Jason Tartick, a motivational business speaker, investment banker, life coach and host of the Trading Secrets podcast, shares clear action steps to help you define and achieve your vision of financial, professional, and emotional success. If you’re feeling lost in your pursuit of finding happiness within yourself, your career, or your personal life, The Restart Roadmap is perfect for you.
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Get lucky, be hot, be happy.
- By Troy on 10-22-22
By: Jason Tartick
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Fundamentals of Project Management, Sixth Edition
- By: Joseph Heagney
- Narrated by: Mark Smeby
- Length: 5 hrs and 59 mins
- Unabridged
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For close to three decades, Fundamentals of Project Management has helped managers tackle the complexities of the job. Succinct and easy to digest, this handbook simplifies concepts, answers questions, and helps tame the chaos that can erupt as projects move from planning to completion. The Sixth Edition of this trusted bestseller offers the practical guidelines and tools project managers have come to expect, along with new information explaining changes to the PMBOK® Guide, 7th Edition.
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Good resource for project practical applications
- By SamEli on 09-27-23
By: Joseph Heagney
What listeners say about Selling Above and Below the Line
Average customer ratingsReviews - Please select the tabs below to change the source of reviews.
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Overall
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Performance
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- Chris Cooe
- 01-22-23
Great read
A great book that goes over all aspects of the sales cycle from entry level to enterprise sales.
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