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

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9780470533116: Mastering the Complex Sale: How to Compete and Win When the Stakes Are High!
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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.

Biografía del autor:

Jeff Thull 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.

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Jeff Thull
Editorial: John Wiley and Sons Ltd, United Kingdom (2010)
ISBN 10: 0470533110 ISBN 13: 9780470533116
Nuevos Tapa dura Cantidad: 10
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The Book Depository
(London, Reino Unido)
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Descripción John Wiley and Sons Ltd, United Kingdom, 2010. Hardback. Estado de conservación: New. 2nd Revised edition. 232 x 166 mm. 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. Nº de ref. de la librería AAH9780470533116

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Jeff Thull
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ISBN 10: 0470533110 ISBN 13: 9780470533116
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Descripción John Wiley and#38; Sons, 2010. HRD. Estado de conservación: New. New Book.Shipped from US within 10 to 14 business days. Established seller since 2000. Nº de ref. de la librería IB-9780470533116

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Jeff Thull
Editorial: John Wiley and Sons Ltd, United Kingdom (2010)
ISBN 10: 0470533110 ISBN 13: 9780470533116
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Descripción John Wiley and Sons Ltd, United Kingdom, 2010. Hardback. Estado de conservación: New. 2nd Revised edition. 232 x 166 mm. 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. Nº de ref. de la librería AAH9780470533116

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Descripción Hardcover. Estado de conservación: New. 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. Nº de ref. de la librería 9447575

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Descripción John Wiley & Sons 2010-03-30, 2010. Estado de conservación: 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. Nº de ref. de la librería NU-GRD-00502119

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Descripción Wiley. Hardcover. Estado de conservación: New. 0470533110 Brand New Book. Ships from the United States. 30 Day Satisfaction Guarantee!. Nº de ref. de la librería 6407265

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Descripción Wiley, 2010. Hardcover. Estado de conservación: New. Nº de ref. de la librería 0470533110

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Descripción John Wiley and Sons Ltd, 2010. Estado de conservación: 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. . . . . . . Nº de ref. de la librería V9780470533116

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Descripción John Wiley and Sons Ltd. Estado de conservación: 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. . . . . . Books ship from the US and Ireland. Nº de ref. de la librería V9780470533116

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Descripción Estado de conservación: New. Depending on your location, this item may ship from the US or UK. Nº de ref. de la librería 97804705331160000000

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