{"product_id":"mastering-the-complex-sale-how-to-compete-and-win-when-the-stakes-are-high-hardback-9780470533116","title":"Mastering the Complex Sale; How to Compete and Win When the Stakes are High! (Hardback) 9780470533116","description":"\u003cfont face=\"Georgia\"\u003e\r\n\u003cp\u003e\u003cfont size=\"6\"\u003eMastering the Complex Sale\u003c\/font\u003e\u003cbr\u003e\r\n\u003cfont size=\"5\"\u003eHow to Compete and Win When the Stakes are High!\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\r\n\r\n\r\n\u003cp\u003e\u003cfont size=\"4\"\u003eJeff Thull (Author)\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003e9780470533116, Wiley\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003eHardback, published 30 March 2010\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003e304 pages\u003cbr\u003e22.9 x 15 x 2.8 cm, 0.499 kg\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\r\n\r\n\r\n\r\n\u003cp align=\"justify\"\u003e\u003cstrong\u003e\u003cfont size=\"3\"\u003e\u003cb\u003ePraise for Mastering the Complex Sale\u003c\/b\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\u003c\/font\u003e\u003c\/strong\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003e\u003cp\u003eForeword \u003ci\u003eWayne Hutchinson\u003c\/i\u003e, Shell International ix\u003c\/p\u003e \u003cp\u003eAcknowledgments xxi\u003c\/p\u003e \u003cp\u003eIntroduction to the Second Edition xxv\u003c\/p\u003e \u003cp\u003e\u003cb\u003eI the World in Which We Sell 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003e1 Caught between Complexity and Commoditization 3\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIf Our Solution Is So Complex, Why Is It Treated as a Commodity?\u003c\/p\u003e \u003cp\u003e\u003cb\u003e2 Avoiding the Traps of Self-Commoditization 31\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChallenge Your Assumptions and Set Yourself Apart\u003c\/p\u003e \u003cp\u003e\u003cb\u003e3 A Proven Approach to Winning Complex Sales 49\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eYou’re Either Part of Your System or Somebody Else’s\u003c\/p\u003e \u003cp\u003e\u003cb\u003eII the Four Phases of Diagnostic Business Development 87\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003e4 Discover the Prime Customer 89\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eEntering at the Level of Power and Influence\u003c\/p\u003e \u003cp\u003e\u003cb\u003e5 Diagnose Complex Problems 117\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Ultimate Source of Credibility and Differentiation\u003c\/p\u003e \u003cp\u003e\u003cb\u003e6 Design the Value-Rich Solution 145\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eCreating the Confidence to Invest\u003c\/p\u003e \u003cp\u003e\u003cb\u003e7 Deliver the Value 169\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eCreating Competitor-Proof Customer Relationships\u003c\/p\u003e \u003cp\u003e\u003cb\u003eIII Driving Predictable and Profitable Organic Growth 187\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eBuilding a Diagnostic Business Development Capability\u003c\/p\u003e \u003cp\u003e\u003cb\u003e8 Building a Value-Driven Sales Organization 189\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eGetting Paid for the Value You Create\u003c\/p\u003e \u003cp\u003e\u003cb\u003e9 Prevent Value Leakage 217\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eCapture Your Value with Diagnostic Business Development\u003c\/p\u003e \u003cp\u003eEpilogue: The Era 3 Sales Future 241\u003c\/p\u003e \u003cp\u003eYou Can Watch It Happen to You or You Can Make It Happen for You\u003c\/p\u003e \u003cp\u003eAbout Prime Resource Group 249\u003c\/p\u003e \u003cp\u003eNotes 255\u003c\/p\u003e \u003cp\u003eIndex 259\u003c\/p\u003e\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003eSubject Areas: Business \u0026amp; management [\u003ca title=\"See our other books on Business \u0026amp; management\" href=\"https:\/\/freshlyprintedbooks.co.uk\/search?q=%22Business%20\u0026amp;%20management%20%5BKJ%5D%22\"\u003eKJ\u003c\/a\u003e]\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\r\n\u003c\/font\u003e","brand":"Wiley","offers":[{"title":"Brand New","offer_id":52453437341976,"sku":"9780470533116","price":16.19,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0730\/2037\/5320\/files\/9780470533116_132230.jpg?v=1785284417","url":"https:\/\/freshlyprintedbooks.co.uk\/products\/mastering-the-complex-sale-how-to-compete-and-win-when-the-stakes-are-high-hardback-9780470533116","provider":"Freshly Printed Books","version":"1.0","type":"link"}