Mastering the Complex Sale: How to Compete and Win When the Stakes are High!

Valutazione media 3,93
( su 232 valutazioni fornite da Goodreads )
 
9780470533116: Mastering the Complex Sale: How to Compete and Win When the Stakes are High!

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

Le informazioni nella sezione "Riassunto" possono far riferimento a edizioni diverse di questo titolo.

From the Back Cover:

"Jeff Thull’s Prime process plays a key role in helping companies and their customers cross the chasm. It has built into its core the high-integrity communications and depth of commitment necessary to ensure customers succeed with game-changing initiatives."
–Geoffrey A. Moore, author of Crossing the Chasm and Living on the Fault Line

"There’s a powerful message in this book for senior executives: If your margins are eroding and your organization is trapped in the conventional sales paradigm, Mastering the Complex Sale has the road map and Jeff Thull is an excellent guide. He has captured the essence of selling in today’s turbulent times. A must-read for your entire organization."
–Mario Concha, President, Georgia-Pacific Resins, Inc.

"The Prime Process cuts across all trading entities, multiple cultures, geographic borders, and functional disciplines. Mastering the Complex Sale is a clear approach to successfully bringing together the multiple perspectives of sophisticated sales processes. It is required reading for any complex business, whether local or global."
–Gerhard D. Meese, Executive Vice President, Dover Technologies International, Inc.

"Mastering the Complex Sale is a masterpiece! It’s street smart and research backed and full of real-life practical advice on how to move all the chess pieces in the complex sales game. You’ll walk away with not only the ‘what’ and the ‘how’ of the complex sale, but also discover how to build the mental stamina it takes to compete at the top."
–Donato Tramuto, President and CEO, Protocare Sciences

"Mastering the Complex Sale lays out the most significant business and sales strategy to come along in years. It is clearly leading-edge thinking. As a technology innovator, we see it as a must. Read it and win!"
–Tim Klein, CEO, ATTO Technology, Inc.

"Jeff Thull’s leading-edge thinking has contributed to a change in our fundamental approach to sales and marketing and has had a significant impact on our bottom line. Mastering the Complex Sale and the Prime Process is a prescription for global success!"
–Dr. Richard M. Brooks, Vice President–Worldwide Marketing,
Waters Corporation

"Thull’s clear and distinctive advice provides the reader with a real-world road map for maximizing results in high-stakes sales. Diagnostic Business Development takes today’s consultative salesperson’s game to the next level. This book is mandatory for those looking to gain a true competitive advantage and distinguish themselves from the competition."
–Donny Holender, Vice President–Sales, Universal Computer Systems, Inc.

From the Inside Flap:

In today's 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, it's not about selling—it's 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 influence

  • Separate real business from resource drains

  • Navigate complex decision networks

  • Prevent self-commoditization

  • Connect your value to your customers' performance metrics

  • Quantify value with an amount your customers believe

  • Co-create compelling solutions customers will invest in

Rich 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 you've been looking for to win and win big in complex sales.

Le informazioni nella sezione "Su questo libro" possono far riferimento a edizioni diverse di questo titolo.

I migliori risultati di ricerca su AbeBooks

1.

Jeff Thull
Editore: John Wiley and Sons Ltd, United Kingdom (2010)
ISBN 10: 0470533110 ISBN 13: 9780470533116
Nuovi Rilegato Quantità: 10
Da
The Book Depository
(London, Regno Unito)
Valutazione libreria
[?]

Descrizione libro John Wiley and Sons Ltd, United Kingdom, 2010. Hardback. Condizione libro: New. 2nd Revised edition. Language: English . Brand New Book. Key strategies for long-term, sustainable customerrelationships With nearly every sector of the marketplace challenged likenever before, sales professionals are under pressure now more thanever. Success demands superior strategies and precise execution.This Second Edition of Jeff Thull s bestselling Masteringthe Complex Sale gives you the edge you ve been looking for.Continuing to create game-changing strategies and how-to s, Thullhas updated the Prime Process, a diagnostic, customer-centeredapproach that clearly sets you apart from your competition andpositions you with respect and credibility as a valued and trustedadvisor. A proven business paradigm that Mastering theComplex raises the bar for all sales methodologies.Mastering the Complex Sale, Second Edition redefines thestrategy of the complex sale, showing you how to * Gain access to and connect with the highest levels of power andinfluence * Differentiate yourself from competitors early in the salesprocess * Dramatically reduce the sales cycle time * Create questions that bring unrestricted flows ofinformation * Separate real business from resource drains * Translate your market strategy into sales results Giving you a solid system, along with the unique skills andmental discipline you need to execute it, this new edition of aclassic guide will show you how to compete and win when the stakesare high. Codice libro della libreria AAH9780470533116

Maggiori informazioni su questa libreria | Fare una domanda alla libreria

Compra nuovo
EUR 14,62
Convertire valuta

Aggiungere al carrello

Spese di spedizione: GRATIS
Da: Regno Unito a: U.S.A.
Destinazione, tempi e costi

2.

Jeff Thull
Editore: John Wiley and Sons
ISBN 10: 0470533110 ISBN 13: 9780470533116
Nuovi Quantità: > 20
Da
INDOO
(Avenel, NJ, U.S.A.)
Valutazione libreria
[?]

Descrizione libro John Wiley and Sons. Condizione libro: New. Brand New. Codice libro della libreria 0470533110

Maggiori informazioni su questa libreria | Fare una domanda alla libreria

Compra nuovo
EUR 12,88
Convertire valuta

Aggiungere al carrello

Spese di spedizione: EUR 2,98
In U.S.A.
Destinazione, tempi e costi

3.

Jeff Thull
Editore: John Wiley and Sons Ltd, United Kingdom (2010)
ISBN 10: 0470533110 ISBN 13: 9780470533116
Nuovi Rilegato Quantità: 10
Da
The Book Depository US
(London, Regno Unito)
Valutazione libreria
[?]

Descrizione libro John Wiley and Sons Ltd, United Kingdom, 2010. Hardback. Condizione libro: New. 2nd Revised edition. Language: English . Brand New Book. Key strategies for long-term, sustainable customerrelationships With nearly every sector of the marketplace challenged likenever before, sales professionals are under pressure now more thanever. Success demands superior strategies and precise execution.This Second Edition of Jeff Thull s bestselling Masteringthe Complex Sale gives you the edge you ve been looking for.Continuing to create game-changing strategies and how-to s, Thullhas updated the Prime Process, a diagnostic, customer-centeredapproach that clearly sets you apart from your competition andpositions you with respect and credibility as a valued and trustedadvisor. A proven business paradigm that Mastering theComplex raises the bar for all sales methodologies.Mastering the Complex Sale, Second Edition redefines thestrategy of the complex sale, showing you how to * Gain access to and connect with the highest levels of power andinfluence * Differentiate yourself from competitors early in the salesprocess * Dramatically reduce the sales cycle time * Create questions that bring unrestricted flows ofinformation * Separate real business from resource drains * Translate your market strategy into sales results Giving you a solid system, along with the unique skills andmental discipline you need to execute it, this new edition of aclassic guide will show you how to compete and win when the stakesare high. Codice libro della libreria AAH9780470533116

Maggiori informazioni su questa libreria | Fare una domanda alla libreria

Compra nuovo
EUR 15,94
Convertire valuta

Aggiungere al carrello

Spese di spedizione: GRATIS
Da: Regno Unito a: U.S.A.
Destinazione, tempi e costi

4.

Thull, Jeff
ISBN 10: 0470533110 ISBN 13: 9780470533116
Nuovi Quantità: 2
Da
Pbshop
(Wood Dale, IL, U.S.A.)
Valutazione libreria
[?]

Descrizione libro 2010. HRD. Condizione libro: New. New Book.Shipped from US within 10 to 14 business days. Established seller since 2000. Codice libro della libreria IB-9780470533116

Maggiori informazioni su questa libreria | Fare una domanda alla libreria

Compra nuovo
EUR 12,61
Convertire valuta

Aggiungere al carrello

Spese di spedizione: EUR 3,40
In U.S.A.
Destinazione, tempi e costi

5.

Thull, Jeff
ISBN 10: 0470533110 ISBN 13: 9780470533116
Nuovi Quantità: 2
Da
Paperbackshop-US
(Wood Dale, IL, U.S.A.)
Valutazione libreria
[?]

Descrizione libro 2010. HRD. Condizione libro: New. New Book. Shipped from US within 10 to 14 business days. Established seller since 2000. Codice libro della libreria KS-9780470533116

Maggiori informazioni su questa libreria | Fare una domanda alla libreria

Compra nuovo
EUR 12,68
Convertire valuta

Aggiungere al carrello

Spese di spedizione: EUR 3,40
In U.S.A.
Destinazione, tempi e costi

6.

Thull, Jeff
Editore: Wiley (2010)
ISBN 10: 0470533110 ISBN 13: 9780470533116
Nuovi Rilegato Quantità: 1
Da
Murray Media
(North Miami Beach, FL, U.S.A.)
Valutazione libreria
[?]

Descrizione libro Wiley, 2010. Hardcover. Condizione libro: New. Codice libro della libreria 0470533110

Maggiori informazioni su questa libreria | Fare una domanda alla libreria

Compra nuovo
EUR 15,61
Convertire valuta

Aggiungere al carrello

Spese di spedizione: EUR 2,55
In U.S.A.
Destinazione, tempi e costi

7.

Jeff Thull
Editore: Wiley (2010)
ISBN 10: 0470533110 ISBN 13: 9780470533116
Nuovi Rilegato Quantità: 1
Da
Irish Booksellers
(Rumford, ME, U.S.A.)
Valutazione libreria
[?]

Descrizione libro Wiley, 2010. Hardcover. Condizione libro: New. book. Codice libro della libreria 0470533110

Maggiori informazioni su questa libreria | Fare una domanda alla libreria

Compra nuovo
EUR 18,37
Convertire valuta

Aggiungere al carrello

Spese di spedizione: GRATIS
In U.S.A.
Destinazione, tempi e costi

8.

Jeff Thull
Editore: John Wiley & Sons 2010-03-30 (2010)
ISBN 10: 0470533110 ISBN 13: 9780470533116
Nuovi Quantità: 4
Da
Chiron Media
(Wallingford, Regno Unito)
Valutazione libreria
[?]

Descrizione libro John Wiley & Sons 2010-03-30, 2010. Condizione libro: New. Brand new book, sourced directly from publisher. Dispatch time is 24-48 hours from our warehouse. Book will be sent in robust, secure packaging to ensure it reaches you securely. Codice libro della libreria NU-GRD-00502119

Maggiori informazioni su questa libreria | Fare una domanda alla libreria

Compra nuovo
EUR 15,20
Convertire valuta

Aggiungere al carrello

Spese di spedizione: EUR 3,34
Da: Regno Unito a: U.S.A.
Destinazione, tempi e costi

9.

Thull, Jeff
Editore: Wiley
ISBN 10: 0470533110 ISBN 13: 9780470533116
Nuovi Rilegato Quantità: 1
Da
Lakeside Books
(Benton Harbor, MI, U.S.A.)
Valutazione libreria
[?]

Descrizione libro Wiley. Hardcover. Condizione libro: New. 0470533110 Brand New! Not Overstocks or Low Quality Book Club Editions! Direct From the Publisher! We're not a giant, faceless warehouse organization! We're a small town bookstore that loves books and loves it's customers! Buy from us and you get great service as well as a great price! Your business is valued and your satisfaction is guaranteed!. Codice libro della libreria OTF-S-9780470533116

Maggiori informazioni su questa libreria | Fare una domanda alla libreria

Compra nuovo
EUR 15,97
Convertire valuta

Aggiungere al carrello

Spese di spedizione: EUR 3,40
In U.S.A.
Destinazione, tempi e costi

10.

Thull, Jeff
Editore: John Wiley and Sons Ltd (2010)
ISBN 10: 0470533110 ISBN 13: 9780470533116
Nuovi Rilegato Quantità: 4
Valutazione libreria
[?]

Descrizione libro John Wiley and Sons Ltd, 2010. Condizione libro: New. 2010. 2nd Edition. Hardcover. Key strategies for long-term, sustainable customerrelationships With nearly every sector of the marketplace challenged likenever before, sales professionals are under pressure now more thanever. Success demands superior strategies and precise execution. Num Pages: 304 pages, Illustrations. BIC Classification: KJS. Category: (P) Professional & Vocational. Dimension: 239 x 163 x 27. Weight in Grams: 496. . . . . . . Codice libro della libreria V9780470533116

Maggiori informazioni su questa libreria | Fare una domanda alla libreria

Compra nuovo
EUR 20,59
Convertire valuta

Aggiungere al carrello

Spese di spedizione: GRATIS
Da: Irlanda a: U.S.A.
Destinazione, tempi e costi

Vedi altre copie di questo libro

Vedi tutti i risultati per questo libro