Mastering the complex sale : how to compete and win when the stakes are high! / Jeff Thull.

Format:

Book

Author/Creator:

Thull, Jeff, 1949-

Language:

English

Subjects (All):

Selling--Handbooks, manuals, etc.

Selling.

Relationship marketing--Handbooks, manuals, etc.

Relationship marketing.

Physical Description:

1 online resource (306 p.)

Edition:

2nd ed.

Place of Publication:

Hoboken, N.J. : Wiley, c2010.

Language Note:

English

Summary:

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

Contents:

Mastering the Complex Sale: How to Compete and Win When the Stakes are High! Second Edition; Contents; Foreword; Acknowledgments; Introduction to the Second Edition; Part I: The World in Which We Sell; Chapter 1: Caught between Complexity and Commoditization; Chapter 2: Avoiding the Traps of Self-Commoditization; Chapter 3: A Proven Approach to Winning Complex Sales; Part II: The Four Phases of Diagnostic Business Development; Chapter 4: Discover the Prime Customer; Chapter 5: Diagnose Complex Problems; Chapter 6: Design the Value-Rich Solution; Chapter 7: Deliver the Value

Part III: Driving Predictable and Profitable Organic Growth: Building a Diagnostic Business Development CapabilityChapter 8: Building a Value-Driven Sales Organization; Chapter 9: Prevent Value Leakage; Epilogue: The Era 3 Sales Future; Choose a Side; Shape Your Future; About Prime Resource Group; Notes; Index

Notes:

Description based upon print version of record.

Includes bibliographical references and index.

Description based on metadata supplied by the publisher and other sources.

ISBN:

1-282-54998-7

9786612549984

1-118-25801-0

0-470-63257-7

OCLC:

609861549