Mastering the Complex Sale by Jeff Thull
How to Compete and Win When the Stakes are High!

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Praise for Mastering the Complex Sale

"Jeff 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."
—Geoffrey A. Moore, author of Crossing the Chasm and Dealing with Darwin

"This 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'—it is a survival guide—a truly outstanding approach to bringing all the pieces of the puzzle together."
—Ed Daniels, EVP, Shell Global Solutions Downstream, President, CRI/Criterion, Inc.

"Mastering 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."
—Samik Mukherjee, Vice President, Onshore Business, Technip

"Customers 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 remarkable—Mastering the Complex Sale will be required reading for years to come!"
—Lee Tschanz, Vice President, North American Sales, Rockwell Automation

"Jeff 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."
—Dave Stein, CEO and Founder, ES Research Group, Inc.

"Our 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."
—Sven Kroneberg, President, Seminarium Internacional

"Jeff's main thesis—that professional customer guidance is the key to success—rings 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."
—Jon T. Lindekugel, President, 3M Health Information Systems, Inc.

"Jeff 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."
—Carol Pudnos, Executive director, Healthcare Industry, Dow Corning Corporation

 

About Jeff Thull

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As founder of Prime Resource Group, a sales and marketing peAs founder of Prime Resource Group, a sales and marketing peAs founder of Prime Resource Group, a sales and marketing performance consulting firm delivering training programs to ovrformance consulting firm delivering training programs to ovrformance consulting firm delivering training programs to over 10,000 participants per year, Jeff Thull knows what it taer 10,000 participants per year, Jeff Thull knows what it taer 10,000 participants per year, Jeff Thull knows what it takes to succeed in business and fulfill the value promise. Askes to succeed in business and fulfill the value promise. Askes to succeed in business and fulfill the value promise. As a result, he brings an exceptional ability to promote "The a result, he brings an exceptional ability to promote "The a result, he brings an exceptional ability to promote "The Prime Solution". He is an accomplished and compelling keynotPrime Solution". He is an accomplished and compelling keynotPrime Solution". He is an accomplished and compelling keynote speaker...highly entertaining and content-driven.? He desie speaker...highly entertaining and content-driven.? He desie speaker...highly entertaining and content-driven.? He designs programs to bring about long-term change. He knows that gns programs to bring about long-term change. He knows that gns programs to bring about long-term change. He knows that motivation without education leads to frustration. For the pmotivation without education leads to frustration. For the pmotivation without education leads to frustration. For the past 20 years he has delivered over 2,500 speeches and seminaast 20 years he has delivered over 2,500 speeches and seminaast 20 years he has delivered over 2,500 speeches and seminars to sales and management teams around the world with audiers to sales and management teams around the world with audiers to sales and management teams around the world with audiences ranging from 20 to 2,000 participants. His programs havnces ranging from 20 to 2,000 participants. His programs havnces ranging from 20 to 2,000 participants. His programs have been tested and proven in his own companies and by the fine been tested and proven in his own companies and by the fine been tested and proven in his own companies and by the finest national and international sales and marketing organizatest national and international sales and marketing organizatest national and international sales and marketing organizations across a broad range of industries. He counts among hisions across a broad range of industries. He counts among hisions across a broad range of industries. He counts among his clients household names like 3M, Microsoft, Sun Microsystem clients household names like 3M, Microsoft, Sun Microsystem clients household names like 3M, Microsoft, Sun Microsystems, IBM, Citicorp, Rand McNally, and Philips Electronics as ws, IBM, Citicorp, Rand McNally, and Philips Electronics as ws, IBM, Citicorp, Rand McNally, and Philips Electronics as well as many fast-track, growth-oriented start-up companies. ell as many fast-track, growth-oriented start-up companies. ell as many fast-track, growth-oriented start-up companies. A more complete client list is attached. A more complete client list is attached. A more complete client list is attached.
 
Published March 10, 2010 by Wiley. 309 pages
Genres: Business & Economics, Professional & Technical. Non-fiction
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John Smith

John Smith 5 Sep 2013

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