| Description |
1 online resource (xxx, 271 pages) : illustrations |
| Contents |
I. The World in Which We Sell. 1. Caught Between Complexity and Commoditization. If Our Solution Is So Complex, Why Is It Treated as a Commodity? --- 2. Avoiding the Traps of Self-Commoditization. Challenge Your Assumptions and Set Yourself Apart. --- 3. A Proven Approach to Winning Complex Sales. You're Either Part of Your System or Somebody Elseʹs ---- II. The Four Phases of Diagnostic Business Development. 4. Discover the Prime Customer. Entering at the Level of Power and Influence --- 5. Diagnose Complex Problems. The Ultimate Source of Credibility and Differentiation --- 6. Design the Value-Rich Solution. Creating the Confidence to Invest --- 7. Deliver the Value. Creating Competitor-Proof Customer Relationships ---- III. Driving Predictable and Profitable Organic Growth. Building a Diagnostic Business Development Capability. 8. Building a Value-Driven Sales Organization. Getting Paid for the Value You Create --- 9. Prevent Value Leakage. Capture Your Value and Diagnostic Business Development ---- Epilogue: The Era 3 Sales Future. You Can Watch it Happen to You or You Can Make it Happen for You |
| 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 guidea truly outstanding approach to bringing all the pieces. o |
| Bibliography |
Includes bibliographical references and index |
| Notes |
English |
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Print version record |
| Subject |
Selling -- Handbooks, manuals, etc
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Relationship marketing -- Handbooks, manuals, etc
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BUSINESS & ECONOMICS -- Marketing -- General.
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BUSINESS & ECONOMICS -- Distribution.
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Relationship marketing
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Selling
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| Genre/Form |
Handbooks and manuals
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| Form |
Electronic book
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| LC no. |
2009054053 |
| ISBN |
9781118258019 |
|
1118258010 |
|
9780470632574 |
|
0470632577 |
|
9780470632598 |
|
0470632593 |
|
1282549987 |
|
9781282549982 |
|
9786612549984 |
|
661254998X |
|
9780470632581 |
|
0470632585 |
|
