Mastering the Complex Sale: How to Compete and Win When the Stakes Are High! - Couverture rigide

Thull, Jeff

Couverture rigide

ISBN 10 : 0470533110 ISBN 13 : 9780470533116

Editeur : John Wiley & Sons Inc, 2010

Synopsis

Key strategies for long-term, sustainable customer relationships With nearly every sector of the marketplace challenged like never before, sales professionals are under pressure now more than ever. Success demands superior strategies and precise execution.

A propos du livre

Quatrième de couverture

Praise for Mastering the Complex Sale

"Jeff Thull′s process plays a key role in helping companies and their customers cross the chasm with disruptive innovations and succeed with game–changing initiatives."
Geoffrey A. Moore, author of Crossing the Chasm and Dealing with Darwin

"This is the first book that lays out a solid method for selling cross–company, cross–border, even cross–culturally where you have multiple decision makers with multiple agendas. This is far more than a ′selling process′ it is a survival guide a truly outstanding approach to bringing all the pieces of the puzzle together."
Ed Daniels, EVP, Shell Global Solutions Downstream, President, CRI/Criterion, Inc.

"Mastering the Complex Sale brilliantly sets up value from the customer′s perspective. A must–read for all those who are managing multinational business teams in a complex and highly competitive environment."
Samik Mukherjee, Vice President, Onshore Business, Technip

"Customers need to know the value they will receive and how they will receive it. Thull′s insights into the complex sale and how to clarify and quantify this value are remarkable Mastering the Complex Sale will be required reading for years to come!"
Lee Tschanz, Vice President, North American Sales, Rockwell Automation

"Jeff Thull is winning the war against commoditization. In his world, value trumps price and commoditization isn′t a given, it′s a choice. This is a proven alternative to the price–driven sale. We′ve spoken to his clients. This stuff really works, folks."
Dave Stein, CEO and Founder, ES Research Group, Inc.

"Our business depends on delivering breakthrough thinking to our executive clients. Jeff Thull has significantly redefined sales and marketing strategies that clearly connect to our global audience. Read it, act on it, and take your results to exceptional levels."
Sven Kroneberg, President, Seminarium Internacional

"Jeff′s main thesis that professional customer guidance is the key to success rings true in every global market today. Mastering the Complex Sale is the essential read for any organization looking to transform their business for long–term, value–driven growth."
Jon T. Lindekugel, President, 3M Health Information Systems, Inc.

"Jeff Thull has re–engineered the conventional sales process to create predictable and profitable growth in today′s competitive marketplace. It′s no longer about selling; it′s about guiding quality decisions and creating collaborative value. This is one of those rare books that will make a difference."
Carol Pudnos, Executive director, Healthcare Industry, Dow Corning Corporation

Présentation de l'éditeur

Key strategies for long–term, sustainable customer relationships

With nearly every sector of the marketplace challenged like never before, sales professionals are under pressure now more than ever. Success demands superior strategies and precise execution. This Second Edition of Jeff Thull′s bestselling Mastering the Complex Sale gives you the edge you′ve been looking for. Continuing to create game–changing strategies and how–to′s, Thull has updated the Prime Process, a diagnostic, customer–centered approach that clearly sets you apart from your competition and positions you with respect and credibility as a valued and trusted advisor. A proven business paradigm that Mastering the Complex raises the bar for all sales methodologies. Mastering the Complex Sale, Second Edition redefines the strategy of the complex sale, showing you how to

• Gain access to and connect with the highest levels of power and influence
• Differentiate yourself from competitors early in the sales process
• Dramatically reduce the sales cycle time
• Create questions that bring unrestricted flows of information
• Separate real business from resource drains
• Translate your market strategy into sales results

Giving you a solid system, along with the unique skills and mental discipline you need to execute it, this new edition of a classic guide will show you how to compete and win when the stakes are high.

Détails de l'édition

• Éditeur: John Wiley & Sons Inc
• Date d'édition: 2010
• ISBN 10: 0470533110
• ISBN 13: 9780470533116
• Reliure: Relié
• Langue: anglais
• Numéro d'édition: 2
• Nombre de pages: 304