Mastering the Complex Sale 8 doc

Mastering the Complex Sale to Compete and Win_11 doc

... expense. When sales- people are not adding value via the diagnosis, design, and delivery of value, their presence can’t be justified. On the other side of the chasm is the complex sale. This sale cannot ... credibility at all levels of decision and influence within the customer’s organization. Mastering the Complex Sale 1 Mastering the Complex Sale delivers the...

Ngày tải lên: 21/06/2014, 13:20

Mastering the Complex Sale to Compete and Win_4 pot

... disqualified them. These sales- people will not only avoid the questions that could end the sale, they w ill go so far as to consciously ignore the signals that suggest the sale will not happen. These salespeople aren’t ... such major roles in complex sales. Themorecomplexthesale,themoreradicalthe change that the customer must undertake, and the greater the actual and percei...

Ngày tải lên: 21/06/2014, 13:20