Getting to Vito the Very Important Top Officer: 10 Steps to Vito's Office

by Anthony Parinello

Book Overview

The author of the bestseller Selling to VITO returns with a 10-step plan for getting to the Very Important Top Officer's top of mind, top of wallet, and top of their "to-do" list
Anthony Parinello's Selling to VITO introduced salespeople everywhere to the Very Important Top Officer-and taught them the precise steps of how to sell to the person with the ultimate veto power. Now, Parinello returns with Getting to VITO, a one-of-a-kind sales resource...

• Format: Paperback
• Language: English
• ISBN: 0471675199
• ISBN13: 9780471675198
• Release Date: January 2005
• Publisher: Wiley
• Length: 272 Pages
• Weight: 0.75 lbs.
• Dimensions: 0.7" x 6.0" x 9.1"

Customer Reviews

So far so good

This book was recommended by a friend who is very successful in sales. I am not quite done with it yet, but so far it's really good. It's putting me into the mindset in which I need to be, and giving very specific instruction for every aspect of contacting the important people with which i will need to communicate. It includes exercises along the way to make you start creating your vito letter a little at a time, while the description is clear in your mind. I'm happy with the change in my thinking.

Business Development Excellence

Tom Peters gave us "In Search of Excellence" many years ago for developing well-run companies. This is my second "VITO" book from Mr. Parinello, and it eclipses the first one which I used very successfully. This is the guidepost for anyone who sells into Fortune 500 and global companies on finding and practicing Business Development Excellence. If you are serious about selling success, this is your "magic bullet!" E.R.G MBA/TM Vice President of Business Development International Software Productivity and Engineering Institute Kiev, Ukaine

An experienced view of reality.

Parinello speaks with many years of exeperience. The formula he presents actually makes the often daunting task of sales a lot of fun, because it actually places YOU in a position of control through understanding the process much more clearly. This book along with Parinello's other books have become my primary source of sales reference (and success). Andtheonline support and training is sensational.

An essential 21st-century updating of the classic VITO selling system

When Parinello's first book came out in the mid-nineties, e-mail was a novelty, the World Wide Web had barely been spun, and line managers had a heck of a lot more independent spending authority than they have today. The massive changes in communications and business philosophies that have taken place since then have made Parinello's take-it-to-the-top selling approach all the more relevant for contemporary sales forces. This book is required reading for anybody who's ever had to stare a quota straight in the eye. If you have to buy one of Parinello's books, it should be this one.

Parinello Turns the Sales Game into an Art Form

Anthony Parinello is at it again. The sales training guru and author of several sales-related books, including the excellently written "Getting the Second Appointment" leads the way once again into the office of Very Important Top Officers (VITO). In his latest book, "Getting to Vito," Parinello elaborates even more on why it is important to reach and sell to VITO. In this new book, the author stresses the importance of pre-planned calling, prioritization, correspondence, and many other topics that are designed to get salespeople talking with and selling to executive level officers. Not only does the book serve as a must-have reference guide but also as a motivator to all salespeople who go through the rigmarole of sweet talking gatekeepers, leaving tons of voicemail messages, and making sales presentations, and getting no results. The chapter on how to leave voicemails (The Art of the Voice Mail Message) is a humorous and inspiring treat. Though the method he suggests requires energy, tenacity, and above all, courage, readers should expect to notice a higher number of returned calls in no time after using this technique. Though the book contains lots of material from some of Parinello's earlier work, it should still be a useful tool for anyone who reads it and wants to sell to executives, especially those who have never read his previous books. This book is a must-have for sales folks who want to get out of the rut of performing below quota and want to make a powerful impact in sales. Parinello turns the sales game into an art form. Recommended. Emanuel Carpenter [...]