Hope Is Not a Strategy
Hope Is Not a Strategy
Six Essential Elements for Winning High-Stakes Sales
About This Book
Strategic Selling for Complex Deals (2003) presents a systematic method for managing sophisticated sales transactions, showing that winning requires far more than strong closing techniques. The book presents a six-element methodology for understanding client requirements, evaluating opportunities, and creating competitive differentiation to boost sales performance.
Who Should Read This?
- Sales professionals handling sophisticated, high-value transactions involving multiple decision-makers
- Account managers focused on developing lasting client partnerships
- Business executives looking to strengthen their organization’s sales methodology
Continue reading
Create a free account to read the full summary, key ideas, and author insights.
