Mastering the Complex Sale : How to Compete and Win When the Stakes are High!.
Title:
Mastering the Complex Sale : How to Compete and Win When the Stakes are High!.
Author:
Thull, Jeff.
ISBN:
9780470632574
Personal Author:
Edition:
2nd ed.
Physical Description:
1 online resource (306 pages)
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 -- The Driving Force of Complexity -- The Driving Force of Commoditization -- Commoditization Is a Choice -- The Missing Ingredient: Professional Guidance -- Eliminate the Dry-Run -- Chapter 2: Avoiding the Traps of Self-Commoditization -- Assumption #1: The Decision Trap -- Assumption #2: The Comprehension Trap -- Assumption #3: The Presentation Trap -- Assumption #4: The Adversarial Trap -- Systematic Self-Sabotage -- Chapter 3: A Proven Approach to Winning Complex Sales -- Systems, Skills, and Disciplines -- A Value-Driven, Diagnosis-Based System for Complex Sales -- The Right Set of Skills for Complex Sales -- Right People: Managing the Cast of Characters -- Right Questions: Quality Conversations, Vital Information -- Right Sequence: The Bridge to Change and Value Clarity -- The Discipline for Mastering Complex Sales -- Creating Value Clarity with Diagnostic Business Development -- Part II: The Four Phases of Diagnostic Business Development -- Chapter 4: Discover the Prime Customer -- Understanding Your Distinctive Value -- Pinpointing the Prime Opportunity -- Diagnostic Positioning-Creating a Compelling Engagement Strategy -- How to Be Invited In -- The Diagnostic Agreement for Privileged Access and Insight -- Chapter 5: Diagnose Complex Problems -- A Wellspring of Exceptional Credibility -- Establishing the Critical Perspective -- Peeling the Onion -- The Buying Decision -- Chapter 6: Design the Value-Rich Solution -- Three Types of Solution Risk -- Six Essential Design Questions -- Confirmation and the Discussion Document -- Chapter 7: Deliver the Value.
Formalizing the Sale -- Delivering the Solution -- Measuring and Reporting Results-Value Achieved -- Part III: Driving Predictable and Profitable Organic Growth: Building a Diagnostic Business Development Capability -- Chapter 8: Building a Value-Driven Sales Organization -- Beyond the Black Box -- Creating a Diagnostic Business Development Capability in Sales -- Hiring and Developing a World-Class Sales Organization -- A 12-Stage Quick-Start Plan -- From Novice to Expert -- Chapter 9: Prevent Value Leakage -- Who Knows Where the Value Goes? -- Diagnostic Business Development Prevents Value Leakage -- A Source of Organizational Alignment and Learning -- The Value-Driven Company -- Epilogue: The Era 3 Sales Future -- Choose a Side -- Shape Your Future -- About Prime Resource Group -- Notes -- Index.
Abstract:
Praise for Mastering the Complex Sale "Jeff Thull's process plays a key role in helping companies andtheir customers cross the chasm with disruptive innovations andsucceed with game-changing initiatives."-Geoffrey A. Moore, author of Crossing the Chasm and Dealingwith Darwin "This is the first book that lays out a solid method for sellingcross-company, cross-border, even cross-culturally where you havemultiple decision makers with multiple agendas. This is far morethan a 'selling process'-it is a survival guide-a trulyoutstanding approach to bringing all the pieces of the puzzletogether."-Ed Daniels, EVP, Shell Global Solutions Downstream,President, CRI/Criterion, Inc. "Mastering the Complex Sale brilliantly sets up valuefrom the customer's perspective. A must-read for all those who aremanaging multinational business teams in a complex and highlycompetitive environment."-Samik Mukherjee, Vice President, Onshore Business,Technip "Customers need to know the value they will receive and how theywill receive it. Thull's insights into the complex sale and how toclarify and quantify this value are remarkable-Masteringthe Complex Sale will be required reading for years tocome!"-Lee Tschanz, Vice President, North American Sales, RockwellAutomation "Jeff Thull is winning the war against commoditization. In hisworld, value trumps price and commoditization isn't a given, it's achoice. 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 ourexecutive clients. Jeff Thull has significantly redefined sales andmarketing strategies that clearly connect to our global audience.Read it, act on it, and take your results to exceptionallevels."-Sven Kroneberg, President, Seminarium
Internacional "Jeff's main thesis-that professional customer guidance isthe key to success-rings true in every global market today.Mastering the Complex Sale is the essential read for anyorganization 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 tocreate predictable and profitable growth in today's competitivemarketplace. It's no longer about selling; it's about guidingquality decisions and creating collaborative value. This is one ofthose rare books that will make a difference."-Carol Pudnos, Executive director, Healthcare Industry, DowCorning Corporation.
Local Note:
Electronic reproduction. Ann Arbor, Michigan : ProQuest Ebook Central, 2017. Available via World Wide Web. Access may be limited to ProQuest Ebook Central affiliated libraries.
Genre:
Electronic Access:
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