Hope Is Not a Strategy The 6 Keys to Winning the Complex Sale Unknown - 2001

Información de la editorial

Business-to-business team selling has never been easy. In today's new economy - where an organization's technology, processes and power-holders can change overnight - it's riskier than ever. Multimillion-pound deals can spin out of control in a heartbeat. And the time-honoured methods that once made salespeople and sales managers successful just don't apply anymore. This book analyses the five major trends facing selling today, and presents solutions that prepare salespeople and sales managers for survival. Page reduces the art of the complex sale to its simplest form. His methodology demystifies the selling process, and is used by world-class sales and consulting organisations to win more deals, and win them faster. He outlines this approach for readers everywhere, in a style as entertaining as it is instructive.