Mastering the Complex Sale: How to Compete and Win When the Stakes are High!, 2nd EditionISBN: 978-0-470-53311-6
Hardcover
304 pages
March 2010
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Acknowledgments xxi
Introduction to the Second Edition xxv
I THE WORLD IN WHICH WE SELL 1
1 Caught between Complexity and Commoditization 3
If Our Solution Is So Complex, Why Is It Treated as a Commodity?
2 Avoiding the Traps of Self-Commoditization 31
Challenge Your Assumptions and Set Yourself Apart
3 A Proven Approach to Winning Complex Sales 49
You’re Either Part of Your System or Somebody Else’s
II THE FOUR PHASES OF DIAGNOSTIC BUSINESS DEVELOPMENT 87
4 Discover the Prime Customer 89
Entering at the Level of Power and Influence
5 Diagnose Complex Problems 117
The Ultimate Source of Credibility and Differentiation
6 Design the Value-Rich Solution 145
Creating the Confidence to Invest
7 Deliver the Value 169
Creating Competitor-Proof Customer Relationships
III DRIVING PREDICTABLE AND PROFITABLE ORGANIC GROWTH 187
Building a Diagnostic Business Development Capability
8 Building a Value-Driven Sales Organization 189
Getting Paid for the Value You Create
9 Prevent Value Leakage 217
Capture Your Value with Diagnostic Business Development
Epilogue: The Era 3 Sales Future 241
You Can Watch It Happen to You or You Can Make It Happen for You
About Prime Resource Group 249
Notes 255
Index 259