Conversations That Win the Complex Sale by Erik Peterson
Using Power Messaging to Create More Opportunities, Differentiate your Solutions, and Close More Deals

No critic rating

Waiting for minimum critic reviews

See 1 Critic Review



Win more deals with the perfect sales story!

“Power Messaging is a foundational element in our global marketing campaigns and sales training programs. We believe the concepts are core to engaging in customer conversations that are focused on their outcomes and what they want to achieve.”
—Karen Quintos, CMO and SVP, Dell Inc.

“The concepts outlined in this book are critical skills to building a world-class presales organization.”
—Ken Hamel, Senior Vice President, Global Solutions and Presales, SAP

“Our new messaging, using the approaches presented in this book, is great and is being widely used by our sales team. We’ve never had a year end sales meeting with content that was met with such widespread acceptance and enthusiasm.”
—Jerry D. Cline, Senior Vice President, Retail Sales and Marketing, AmerisourceBergen Drug Company

“The best salespeople sit across the table and make change easy for their customer by creating a succinct story and vision for what to change, how to change it, and how it will impact customer results. An enterprise focus on sales messaging, using the concepts in this book, is the hidden secret to driving incremental sales productivity and overwhelming customer success!”
—Ken Powell, Vice President, Worldwide Sales Enablement, ADP

“The Power Messaging techniques in this book are the foundation of how our marketing team creates our sales messages, as well as the process our field sales teams use for delivering that message in a unique and compelling way. At Kronos our results are a reflection of the power of the tool.”
—Aron Ain, CEO, Kronos

About the Book:

In today’s highly competitive world of complex sales, commoditization of your brand is one of the greatest dangers. You must differentiate yourself from the competition—or you will lose out. And the way to do that is through customer engagement. Rather than sell your own corporate story and brand message, you need to tell customers their story—the one in which they are the heroes and they achieve success.

Erik Peterson and Tim Riesterer have been developing and honing their Power Messaging sales technique for more than 20 years, and now they reveal all their secrets in Conversations That Win the Complex Sale.

Presenting a catalog of facts or playing 20 questions with prospective customers is the surest way to lose the sale. Peterson and Riesterer provide the tools you need to recraft your message into a compelling story that wins more deals.

With Conversations That Win the Complex Sale, you’ll learn how to:

Differentiate yourself from the competition by finding your “Value Wedge” Avoid parity in your value propositions by creating “Power Positions” Create a message that can literally double the number of deals you close Spike customer attention and create “Wow” in your conversations Prove all your claims without resorting to lists of boring facts and statistics

Your competitors are out there telling their own corporate story—a story customers don’t want to hear. Now is the time to seize the moment. This book is the one and only source you need to reframe your sales story and turn the tables on the competition by fully engaging their would-be customers.

Conversations That Win the Complex Sale helps you create and deliver messages that customers care about, giving your brand the clear edge in today’s crowded markets.


About Erik Peterson

See more books from this Author
Tim Riesterer, CMO and SVP of Strategic Consulting Corporate Visions, is responsible for guiding the strategic direction of Corporate Visions' Senior Consultants and driving all marketing initiatives. Riesterer has over 20 years of experience in strategic consulting services, executive marketing and sales, advertising and communications with in-depth knowledge in message development and delivery methods. Erik Peterson, a Consultant for Corporate Visions, helps the sales and marketing teams of the top Fortune 500 companies deliver their company's message with power and passion, leading to winning results. Peterson's extensive professional background equips him with a unique blend of sales, marketing, and business development skills.
Published April 4, 2011 by McGraw-Hill. 273 pages
Genres: Business & Economics. Non-fiction

Unrated Critic Reviews for Conversations That Win the Complex Sale

Harvard Business Review

To break the status quo, you literally have to wake your prospects’ old brain by showing them how their current status quo is untenable, unsustainable, and even unsafe.

Jul 31 2012 | Read Full Review of Conversations That Win the Co...

Reader Rating for Conversations That Win the Complex Sale

An aggregated and normalized score based on 28 user ratings from iDreamBooks & iTunes

Rate this book!

Add Review