{"product_id":"mastering-the-complex-sale-how-to-compete-and-win-when-the-stakes-are-high-hardcover","title":"Mastering the Complex Sale: How to Compete and Win When the Stakes Are High! - Hardcover","description":"\u003cp\u003eby \u003cb\u003eJeff Thull\u003c\/b\u003e (Author)\u003c\/p\u003e\u003cp\u003e\u003cb\u003ePraise for Mastering the Complex Sale\u003c\/b\u003e \u003c\/p\u003e\u003cp\u003e\"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.\"\u003cbr\u003e --Geoffrey A. Moore, author of Crossing the Chasm and Dealing with Darwin\u003c\/p\u003e \u003cp\u003e\"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.\"\u003cbr\u003e --Ed Daniels, EVP, Shell Global Solutions Downstream, President, CRI\/Criterion, Inc.\u003c\/p\u003e \u003cp\u003e\"\u003ci\u003eMastering the Complex Sale\u003c\/i\u003e 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.\"\u003cbr\u003e --Samik Mukherjee, Vice President, Onshore Business, Technip\u003c\/p\u003e \u003cp\u003e\"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--\u003ci\u003eMastering the Complex Sale\u003c\/i\u003e will be required reading for years to come \"\u003cbr\u003e --Lee Tschanz, Vice President, North American Sales, Rockwell Automation\u003c\/p\u003e \u003cp\u003e\"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.\"\u003cbr\u003e --Dave Stein, CEO and Founder, ES Research Group, Inc.\u003c\/p\u003e \u003cp\u003e\"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.\"\u003cbr\u003e --Sven Kroneberg, President, Seminarium Internacional\u003c\/p\u003e \u003cp\u003e\"Jeff's main thesis--that professional customer guidance is the key to success--rings true in every global market today. \u003ci\u003eMastering the Complex Sale\u003c\/i\u003e is the essential read for any organization looking to transform their business for long-term, value-driven growth.\"\u003cbr\u003e --Jon T. Lindekugel, President, 3M Health Information Systems, Inc.\u003c\/p\u003e \u003cp\u003e\"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.\"\u003cbr\u003e --Carol Pudnos, Executive director, Healthcare Industry, Dow Corning Corporation\u003c\/p\u003e\u003ch3\u003eFront Jacket\u003c\/h3\u003e\u003cp\u003eIn 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. \u003c\/p\u003e\u003cp\u003eContinuing to evolve the breakthrough thinking of his bestselling classic \u003ci\u003eMastering the Complex Sale\u003c\/i\u003e 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.\u003c\/p\u003e \u003cp\u003eJeff 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.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eThis book will show you how to: \u003c\/b\u003e\u003c\/p\u003e \u003cul\u003e \u003cli\u003e \u003cp\u003eGain access and connect to the highest levels of powerand influence\u003c\/p\u003e \u003c\/li\u003e \u003cli\u003e \u003cp\u003eSeparate real business from resource drains\u003c\/p\u003e \u003c\/li\u003e \u003cli\u003e \u003cp\u003eNavigate complex decision networks\u003c\/p\u003e \u003c\/li\u003e \u003cli\u003e \u003cp\u003ePrevent self-commoditization\u003c\/p\u003e \u003c\/li\u003e \u003cli\u003e \u003cp\u003eConnect your value to your customers' performance metrics\u003c\/p\u003e \u003c\/li\u003e \u003cli\u003e \u003cp\u003eQuantify value with an amount your customers believe\u003c\/p\u003e \u003c\/li\u003e \u003cli\u003e \u003cp\u003eCo-create compelling solutions customers will invest in\u003c\/p\u003e \u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003eRich with detailed examples and real-world case studies and thorough in its challenge to conventional sales wisdom, this edition of \u003ci\u003eMastering the Complex Sale\u003c\/i\u003e gives you the precise guide you've been looking for to win and win big in complex sales.\u003c\/p\u003e\u003ch3\u003eBack Jacket\u003c\/h3\u003e\u003cp\u003e\u003cb\u003ePraise for Mastering the Complex Sale\u003c\/b\u003e \u003c\/p\u003e\u003cp\u003e\"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.\"\u003cbr\u003e --Geoffrey A. Moore, author of Crossing the Chasm and Dealing with Darwin\u003c\/p\u003e \u003cp\u003e\"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.\"\u003cbr\u003e --Ed Daniels, EVP, Shell Global Solutions Downstream, President, CRI\/Criterion, Inc.\u003c\/p\u003e \u003cp\u003e\"\u003ci\u003eMastering the Complex Sale\u003c\/i\u003e 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.\"\u003cbr\u003e --Samik Mukherjee, Vice President, Onshore Business, Technip\u003c\/p\u003e \u003cp\u003e\"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--\u003ci\u003eMastering the Complex Sale\u003c\/i\u003e will be required reading for years to come!\"\u003cbr\u003e --Lee Tschanz, Vice President, North American Sales, Rockwell Automation\u003c\/p\u003e \u003cp\u003e\"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.\"\u003cbr\u003e --Dave Stein, CEO and Founder, ES Research Group, Inc.\u003c\/p\u003e \u003cp\u003e\"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.\"\u003cbr\u003e --Sven Kroneberg, President, Seminarium Internacional\u003c\/p\u003e \u003cp\u003e\"Jeff's main thesis--that professional customer guidance is the key to success--rings true in every global market today. \u003ci\u003eMastering the Complex Sale\u003c\/i\u003e is the essential read for any organization looking to transform their business for long-term, value-driven growth.\"\u003cbr\u003e --Jon T. Lindekugel, President, 3M Health Information Systems, Inc.\u003c\/p\u003e \u003cp\u003e\"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.\"\u003cbr\u003e --Carol Pudnos, Executive director, Healthcare Industry, Dow Corning Corporation\u003c\/p\u003e\u003ch3\u003eAuthor Biography\u003c\/h3\u003e\u003cp\u003e\u003cb\u003eJeff Thull\u003c\/b\u003e is a leading-edge strategist and valued advisor for executive teams of major companies worldwide. As President and CEO of Prime Resource Group and author of three bestselling books, he has designed and implemented business transformation and professional development programs for companies including Shell, 3M, Intel, HP, Tyco, Siemens, Boston Scientific, and Abbott, as well as many fast-track start-up companies. He has gained a reputation as a thought leader in the arena of sales and marketing strategies for companies involved in complex sales.\u003c\/p\u003e\u003cdiv\u003e\n\u003cstrong\u003eNumber of Pages:\u003c\/strong\u003e 304\u003c\/div\u003e\u003cdiv\u003e\n\u003cstrong\u003eDimensions:\u003c\/strong\u003e 1.3 x 9.1 x 6 IN\u003c\/div\u003e\u003cdiv\u003e\n\u003cstrong\u003eIllustrated:\u003c\/strong\u003e Yes\u003c\/div\u003e\u003cdiv\u003e\n\u003cstrong\u003ePublication Date:\u003c\/strong\u003e March 08, 2010\u003c\/div\u003e","brand":"Books by splitShops","offers":[{"title":"Default Title","offer_id":51756051136800,"sku":"9780470533116","price":27.95,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0974\/9764\/5344\/files\/8551ef4e0628c66af4936611b8ef6775.webp?v=1780073281","url":"https:\/\/ebocreations.com\/products\/mastering-the-complex-sale-how-to-compete-and-win-when-the-stakes-are-high-hardcover","provider":"The E-Book Oasis LLC","version":"1.0","type":"link"}