Secrets of Vito (Very Important Top Officer): Think and Sell Like a CEO

Based on his interviews with CEOs of organizations from AT&T to the U.S. Postal Service (not to mention the now-bankrupt Worldcom), Parinello explains how readers can think and sell ""just like a person at the top,"" regardless of their level. The author of Selling to VITO (VITO stands for ""Very Important Top Officer"") pinpoints the characteristics of successful salespeople and company leaders (e.g., they stay focused; they appreciate honesty), and lays out a strategy to help readers emulate these high achievers. Although at times meandering, Parinello's book does provide some concrete tips readers can use to change their approach to selling. For example, when making a sales call, don't dial a purchasing agent or office manager; rather, initiate contact at the top of the organization by calling the person in charge. Each chapter ends with a list of principles and activities for putting Parinello's ideas into action. The author's counsel hinges on the simple idea of thinking big and aiming high. His application of this common advice to sales, though, could be the motivation sleepy sales forces need.