Hope Is Not a Strategy: The 6 Keys to Winning the Complex Sale

The SQUEEZE: World-class consulting organizations often land big clients and large contracts. Organizations make such strides within the context of a fast-changing, but risk-laden economy. Within this environment, how are organizations able to lead and increase sales excellence? Rick Page provides answers to this question in “Hope Is Not a Strategy: The 6 Keys to Winning the Complex Sale.” In the book, Page offers selling strategies that have helped to increase the notoriety of many of his students. Using a commonsense approach, Page shows readers how to sell to increase value, develop an accurate forecasting plan, differentiate business solutions in the marketplace, link strategies, understand buyer politics, and develop communication strategies that match the skillset of the selling team. Page’s book is practical in that it shows readers how to master the complex sale.

Notable Endorsement: "No longer is being 'a closer’ the basis of sustainable success. Instead it takes the kind of strategic thinking Rick Page outlines in Hope Is Not a Strategy."--Geoffrey Moore, author of Crossing the Chasm and Inside the Tornado

Common Q’s Answered by this Book:

  • What does it mean to qualify a prospect?
  • What are the six keys to winning the complex sale?
  • What are some of the most effective selling strategies used within a fast-changing economy? What are strategies for execution?
  • How can a marketing company increase sales excellence?
  • What is an accurate forecasting plan?
  • What is the complex sale?

About the Author: Rick Page is a recognized authority on the subject of complex sales. Training salespeople from more than 450 countries, Page is an expert in sales management, selling, and innovative sales. Page’s most recent title is “Make Winning a Habit: 20 Best Practices of the World’s Greatest Sales Forces” (March 2006) where he discusses the five T’s of transformation: Talent, Technique, Teamwork, Technology, and Trust. Page’s career includes service as an executive vice president of Dun & Bradstreet Software where he developed a strategic sales training program for the global sales force. Page later founded The Complex Sale, Inc., where he today provides sales consulting and training methodologies. He is a frequent contributor to Consultant News and Solutions Integrator. Page received a master’s degree in business administration from the University of North Carolina at Chapel Hill. For more information about Page’s current projects, visit: http://www.complexsale.com/rick-page-founder-a-ceo.html.

 

Book Vitals:

  • Publisher: McGraw-Hill (March 2003)

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