Praise for Mastering the Complex Sale qJeff 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.q aGeoffrey A. Moore, author of Crossing the Chasm and Dealing with Darwin qThis 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'ait is a survival guideaa truly outstanding approach to bringing all the pieces of the puzzle together.q aEd Daniels, EVP, Shell Global Solutions Downstream, President, CRI/Criterion, Inc. qMastering 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.q aSamik Mukherjee, Vice President, Onshore Business, Technip qCustomers 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 remarkableaMastering the Complex Sale will be required reading for years to come!q aLee Tschanz, Vice President, North American Sales, Rockwell Automation qJeff 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.q aDave Stein, CEO and Founder, ES Research Group, Inc. qOur 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.q aSven Kroneberg, President, Seminarium Internacional qJeff's main thesisathat professional customer guidance is the key to successarings 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.q aJon T. Lindekugel, President, 3M Health Information Systems, Inc. qJeff 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.q aCarol Pudnos, Executive director, Healthcare Industry, Dow Corning CorporationThis is a proven alternative to the price-driven sale. Wea#39;ve spoken to his clients. This stuff really works, folks.aquot; aDave Stein, CEO and Founder, ES Research Group, Inc.
|Title||:||Mastering the Complex Sale|
|Publisher||:||John Wiley and Sons - 2010-03-10|