Mastering the complex sale : how to compete and win when the stakes are high! / Jeff Thull.

Includes bibliographical references and index.

Print version record.

Available electronically via the Internet.

I. The World in Which We Sell. 1. Caught Between Complexity and Commoditization. If Our Solution Is So Complex, Why Is It Treated as a Commodity? --- 2. Avoiding the Traps of Self-Commoditization. Challenge Your Assumptions and Set Yourself Apart. --- 3. A Proven Approach to Winning Complex Sales. You're Either Part of Your System or Somebody Elseʹs ---- II. The Four Phases of Diagnostic Business Development. 4. Discover the Prime Customer. Entering at the Level of Power and Influence --- 5. Diagnose Complex Problems. The Ultimate Source of Credibility and Differentiation --- 6. Design the Value-Rich Solution. Creating the Confidence to Invest --- 7. Deliver the Value. Creating Competitor-Proof Customer Relationships ---- III. Driving Predictable and Profitable Organic Growth. Building a Diagnostic Business Development Capability. 8. Building a Value-Driven Sales Organization. Getting Paid for the Value You Create --- 9. Prevent Value Leakage. Capture Your Value and Diagnostic Business Development ---- Epilogue: The Era 3 Sales Future. You Can Watch it Happen to You or You Can Make it Happen for You.

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 guidea truly outstanding approach to bringing all the pieces. o.