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

More About This Title Mastering the Complex Sale: How to Compete and Win When the Stakes are High!

  • English

English

JEFF THULL is the President, CEO, and founder of Prime Resource Group, a leading consultancy that delivers optimal market strategies for business success. He counts among his clients such household names as 3M, Microsoft, Siemens, IBM, Citicorp, Georgia-Pacific, and Sulzer Medica. He is also a highly sought-after keynote speaker for corporate and association audiences worldwide.
  • English

English

Introduction.

1. The World in Which We Sell.

Converging Forces of Rapid Commoditization and Increasing Complexity.

2. Trapped in the Conventional Sales Paradigm.

It’s Not about Selling—It’s about Managing Quality Decisions.

3. A Proven Approach to Complex Sales.

You’re Either Part of Your System or Somebody Else’s.

4. Discover the Prime Customer.

Optimum Engagement Strategies.

5. Diagnose the Complex Problem.

The Optimal Source of Differentiation.

6. Designing the Complex Solution.

Prevent Unpaid Consulting.

7. Delivering on the Prime Promise.

Keeping Close to the Customer and Ahead of the Competition.

8. Prime Performance Leadership.

Leading Professionals in the Complex Sale.

9. Prime Corporate Strategies.

Translating Market Strategy into Sales Results.

10. A Complex Sales Future.

You Can Watch It Happen to You or You Can Make It Happen for You

Notes.

Index.

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