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-Titulo Original : Mastering The Complex Sale How To Compete And Win When The Stakes Are High!
-Fabricante :
Wiley
-Descripcion Original:
From the Inside Flap In todays turbulent and volatile marketplace, even the most experienced professionals are struggling with the rapid commoditization of their complex, high-value solutions. The complexity of the problems to be solved and the competitive threats we face are increasing at an alarming rate. At the same time, your customers are wrestling with mission-critical decisions and evaluating solutions that all sound the same and come packaged with a high degree of risk and a low probability of success. Your success demands an exceptional strategy and precise execution that must clearly set you apart from your competition. Continuing to evolve the breakthrough thinking of his bestselling classic Mastering the Complex Sale in this new edition, Jeff Thull once again pushes the envelope to give professionals-from individuals struggling with their first call, to senior executives trying to figure out why their value strategy is falling short-a comprehensive guide to navigate and win high-stakes sales. You will find yourself rethinking your beliefs about selling, applying this straightforward strategy, and achieving the success you are looking for.Jeff will lead you through Diagnostic Business Development, a complete and effective system derived from years of experience with top sales professionals and executive teams worldwide. It is a proven diagnostic, value-based approach that positions you with respect and exceptional credibility as a valued business advisor and contributor to your customers success. In fact, its not about selling-its about guiding quality business decisions that will connect and quantify your unique value and remove your customers internal barriers that prevent them from moving forward.This book will show you how to:Gain access and connect to the highest levels of powerand influenceSeparate real business from resource drainsNavigate complex decision networksPrevent self-commoditizationConnect your value to your customers performance metricsQuantify value with an amount your customers believeCo-create compelling solutions customers will invest inRich with detailed examples and real-world case studies and thorough in its challenge to conventional sales wisdom, this edition of Mastering the Complex Sale gives you the precise guide youve been looking for to win and win big in complex sales. Praise for Mastering the Complex SaleJeff 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 DarwinThis 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, TechnipCustomers 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 AutomationJeff 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 depend
-Fabricante :
Wiley
-Descripcion Original:
From the Inside Flap In todays turbulent and volatile marketplace, even the most experienced professionals are struggling with the rapid commoditization of their complex, high-value solutions. The complexity of the problems to be solved and the competitive threats we face are increasing at an alarming rate. At the same time, your customers are wrestling with mission-critical decisions and evaluating solutions that all sound the same and come packaged with a high degree of risk and a low probability of success. Your success demands an exceptional strategy and precise execution that must clearly set you apart from your competition. Continuing to evolve the breakthrough thinking of his bestselling classic Mastering the Complex Sale in this new edition, Jeff Thull once again pushes the envelope to give professionals-from individuals struggling with their first call, to senior executives trying to figure out why their value strategy is falling short-a comprehensive guide to navigate and win high-stakes sales. You will find yourself rethinking your beliefs about selling, applying this straightforward strategy, and achieving the success you are looking for.Jeff will lead you through Diagnostic Business Development, a complete and effective system derived from years of experience with top sales professionals and executive teams worldwide. It is a proven diagnostic, value-based approach that positions you with respect and exceptional credibility as a valued business advisor and contributor to your customers success. In fact, its not about selling-its about guiding quality business decisions that will connect and quantify your unique value and remove your customers internal barriers that prevent them from moving forward.This book will show you how to:Gain access and connect to the highest levels of powerand influenceSeparate real business from resource drainsNavigate complex decision networksPrevent self-commoditizationConnect your value to your customers performance metricsQuantify value with an amount your customers believeCo-create compelling solutions customers will invest inRich with detailed examples and real-world case studies and thorough in its challenge to conventional sales wisdom, this edition of Mastering the Complex Sale gives you the precise guide youve been looking for to win and win big in complex sales. Praise for Mastering the Complex SaleJeff 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 DarwinThis 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, TechnipCustomers 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 AutomationJeff 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 depend
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