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Mastering the Complex Sale : How to Compete and Win When the Stakes Are High! by
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N.º de artículo de eBay:396350532357
Características del artículo
- Estado
- ISBN
- 9780470533116
Acerca de este producto
Product Identifiers
Publisher
Wiley & Sons, Incorporated, John
ISBN-10
0470533110
ISBN-13
9780470533116
eBay Product ID (ePID)
77974003
Product Key Features
Edition
2
Book Title
Mastering the Complex Sale : How to Compete and Win When the Stakes Are High!
Number of Pages
304 Pages
Language
English
Topic
Marketing / General, Sales & Selling / General
Publication Year
2010
Illustrator
Yes
Genre
Business & Economics
Format
Hardcover
Dimensions
Item Height
1.1 in
Item Weight
17.6 Oz
Item Length
9 in
Item Width
5.9 in
Additional Product Features
Intended Audience
Trade
LCCN
2009-054053
Dewey Edition
21
Dewey Decimal
658.85
Table Of Content
Foreword Wayne Hutchinson , Shell International ix Acknowledgments xxi Introduction to the Second Edition xxv I the World in Which We Sell 1 1 Caught between Complexity and Commoditization 3 If Our Solution Is So Complex, Why Is It Treated as a Commodity? 2 Avoiding the Traps of Self-Commoditization 31 Challenge Your Assumptions and Set Yourself Apart 3 A Proven Approach to Winning Complex Sales 49 You're Either Part of Your System or Somebody Else's II the Four Phases of Diagnostic Business Development 87 4 Discover the Prime Customer 89 Entering at the Level of Power and Influence 5 Diagnose Complex Problems 117 The Ultimate Source of Credibility and Differentiation 6 Design the Value-Rich Solution 145 Creating the Confidence to Invest 7 Deliver the Value 169 Creating Competitor-Proof Customer Relationships III Driving Predictable and Profitable Organic Growth 187 Building a Diagnostic Business Development Capability 8 Building a Value-Driven Sales Organization 189 Getting Paid for the Value You Create 9 Prevent Value Leakage 217 Capture Your Value with Diagnostic Business Development Epilogue: The Era 3 Sales Future 241 You Can Watch It Happen to You or You Can Make It Happen for You About Prime Resource Group 249 Notes 255 Index 259
Synopsis
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, 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., 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, Praise for Mastering the Complex Sale "Jeff Thulls 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 customers 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. Thulls 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 isnt a given, its a choice. This is a proven alternative to the price-driven sale. Weve 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 "Jeffs 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 todays competitive marketplace. Its no longer about selling; its 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
LC Classification Number
HF5438
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