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Mastering the Complex Sale: How to Compete and Win When the Stakes Are High!
- Narrated by: Jeff Thull
- Length: 7 hrs and 50 mins
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Publisher's summary
In today's turbulent and volatile marketplace, even the most experienced professionals are struggling with the rapid commoditization of their complex, high-value solutions. The complexity of the problems to be solved and the competitive threats we face are increasing at an alarming rate. At the same time, your customers are wrestling with mission-critical decisions and evaluating solutions that all sound the same and come packaged with a high degree of risk and a low probability of success. Your success demands an exceptional strategy and precise execution that must clearly set you apart from your competition.
Continuing to evolve the breakthrough thinking of his best-selling classic Mastering the Complex Sale, in this new edition Jeff Thull once again pushes the envelope to give professionals - from individuals struggling with their first call, to senior executives trying to figure out why their value strategy is falling short - a comprehensive guide to navigate and win high-stakes sales. You will find yourself rethinking your beliefs about selling, applying this straightforward strategy, and achieving the success you are looking for.
Jeff will lead you through Diagnostic Business Development, a complete and effective system derived from years of experience with top sales professionals and executive teams worldwide. It is a proven diagnostic, value-based approach that positions you with respect and exceptional credibility as a valued business advisor and contributor to your customers' success. In fact, it's not about selling - it's about guiding quality business decisions that will connect and quantify your unique value and remove your customers' internal barriers that prevent them from moving forward.
This book will show you how to:
- Gain access and connect to the highest levels of power and influence
- Separate real business from resource drains
- Navigate complex decision networks
- Prevent self-commoditization
- Connect your value to your customers' performance metrics
- Quantify value with an amount your customers believe
- Co-create compelling solutions customers will invest in
Rich with detailed examples and real-world case studies and thorough in its challenge to conventional sales wisdom, this edition of Mastering the Complex Sale gives you the precise guide you've been looking for to win and win big in complex sales.
About the Author: Jeff Thull is a leading-edge strategist and valued advisor for executive teams worldwide. As President and CEO of Prime Resource Group, he has designed and implemented business transformation programs for companies such as Shell Global Solutions, 3M, Microsoft, Siemens, Citicorp, IBM, Raymond James, and Georgia-Pacific, as well as many fast-track start-up companies. He has gained a reputation as a leader in the area of sales and marketing strategies for companies involved in complex sales. He is an in-demand public speaker who has delivered more than 3,500 speeches and seminars. Thull is also the author of The Prime Solution and Mastering the Complex Sale.
For more information, please visit www.primeresource.com.
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Drawing on case studies, many from client companies, the authors show how to establish clear expectations and manage the unmet expectations that inevitably occur. And they offer a positive, principled way that engages hearts and minds. This book can help people at every level---from senior executives to front-line workers---enjoy greater productivity, profitability, and job satisfaction.
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HELP - How Can I Get The Lost Hours Back ?
- By Mike on 09-23-09
By: Roger Connors, and others
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Design Thinking in Business and IT: Overview, Techniques and Example Workshop
- By: Florian Heuer
- Narrated by: Bryan Stout
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You might've talked about innovation with your IT department or software development agency lately and the words "design thinking" were surely mentioned. So what is it? Just another piece of business jargon to add to your arsenal or a useful tool? Or maybe even an overestimated hype? Nowadays every organization or business runs into a myriad of problems as business models become increasingly more complex. Globalization and advances in communication and technology, all add up to creating unique opportunities but also new challenges that are not easy to solve applying the old tested methods.
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Basic design thinking lesson
- By Preston on 04-09-16
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Designing for Growth
- A Design Thinking Tool Kit for Managers
- By: Jeanne Liedtka, Tim Ogilvie
- Narrated by: Nicol Zanzarella
- Length: 6 hrs and 35 mins
- Unabridged
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Jeanne Liedtka and Tim Ogilvie educate listeners on one of the hottest trends in business development: "design thinking", or the ability to turn abstract ideas into practical applications for maximal business growth. Jeanne Liedtka's recent book, The Catalyst: How YOU Can Lead Extraordinary Growth, was named a Top Innovation and Design Thinking Book by Business Week. Tim Ogilvie has been hailed as a visionary for his pioneering contributions to service innovation, business model innovation, and customer experience design.
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Audiobook requires regular book
- By GoingGoingGone... on 07-01-18
By: Jeanne Liedtka, and others
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Attacker's Advantage
- Turning Uncertainty into Breakthrough Opportunities
- By: Ram Charan
- Narrated by: Mark Bramhall
- Length: 6 hrs and 8 mins
- Unabridged
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In The Attacker's Advantage, Charan reveals the upside of uncertainty for those leaders who are nimbly positioned to anticipate the catalysts of disruption and embrace change. He updates and adapts the principles of his previous best sellers to address the current turbulent business environment, cutting through the veil of complexity to concentrate on the new customer needs and expectations and providing the tools for corporate leaders to take their companies to a higher level.
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Fantastic book - volume lower than usual
- By James Gajewski on 06-14-15
By: Ram Charan
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Extreme Teams
- Why Pixar, Netflix, AirBnB, and Other Cutting-Edge Companies Succeed Where Most Fail
- By: Robert Bruce Shaw
- Narrated by: James Foster
- Length: 7 hrs and 4 mins
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Managers want great teams, but most build them around decades-old ideas and practices made popular by companies that have lost their edge. Extreme Teams looks at the new generation of teams driving growth in today's most innovative firms. They do this by doing things differently: hiring the right person instead of the best person; focusing on one priority while leaving room to explore new ideas; creating an environment where people are comfortable dealing with the uncomfortable.
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Extreme Blah
- By Blair C on 05-03-18
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Jobs to Be Done
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- By: Stephen Wunker, David Farber, Jessica Wattman
- Narrated by: Tim Andres Pabon
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Jobs to Be Done gives you a clear-cut framework for thinking about your business, outlines a road map for discovering new markets, new products, and new services, and helps you generate creative opportunities to innovate your way to success.
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YouTube talks are better.
- By BizTech Readings on 12-27-16
By: Stephen Wunker, and others
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Solving Problems with Design Thinking
- Ten Stories of What Works
- By: Jeanne Liedtka, Andrew King, Kevin Bennett
- Narrated by: Dina Pearlman
- Length: 7 hrs and 19 mins
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Design-oriented firms such as Apple and IDEO have demonstrated how design thinking can directly affect business results. Yet most managers lack a real sense of how to put this new approach to use for issues other than product development and sales growth. Solving Problems with Design Thinking details 10 real-world examples of managers who successfully applied design methods at 3M, Toyota, IBM, Intuit, and SAP; entrepreneurial start-ups such as MeYou Health; and government and social sector organizations.
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Excellent book for design thinkers
- By Amazon Customer on 11-16-16
By: Jeanne Liedtka, and others
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Stop Selling and Start Leading
- How to Make Extraordinary Sales Happen
- By: James M. Kouzes, Barry Z. Posner, Deb Calvert
- Narrated by: Brian Holsopple
- Length: 5 hrs and 17 mins
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In the Age of the Customer, sales effectiveness depends mightily on the buyer experience. Despite nearly universal agreement on the need for creating value in every step of the buyer’s journey, sellers continue to struggle with how to create that value and connect meaningfully with buyers. New research bridges the gap and reveals the behavioral blueprint for sellers that makes buyers more likely to meet with them - and more likely to buy from them.
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Sales leadership 101
- By Sole Trades on 08-29-20
By: James M. Kouzes, and others
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Driving Digital
- The Leader's Guide to Business Transformation Through Technology
- By: Isaac Sacolick
- Narrated by: Tom Parks
- Length: 10 hrs and 13 mins
- Unabridged
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Overall
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Performance
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The race is on to become a digital enterprise. Every organization has a plan for updating products, technologies, and business processes. But that's not enough anymore. With disruptive startups outperforming industry stalwarts, executives everywhere are pushing greater growth and innovation. Staying competitive demands a complete digital transformation.
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Best book I have read on Digital Transformation
- By Holistic Health on 10-20-17
By: Isaac Sacolick
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The Supply Chain Revolution
- Innovative Sourcing and Logistics for a Fiercely Competitive World
- By: Suman Sarkar
- Narrated by: Christopher Lane
- Length: 5 hrs and 32 mins
- Unabridged
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Performance
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When CEOs think about the supply chain, it's usually to cut costs. But the smartest leaders see supply chain and sourcing for what they can be: hidden tools for outperforming the competition. Steve Jobs, upon returning to Apple in 1997, focused on transforming the supply chain. He hired Tim Cook - and the company sped up the development of new products, getting them into consumers' hands faster. The rest is history.
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informative but dry
- By Justin on 01-01-18
By: Suman Sarkar
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Think Like Amazon
- 50 1/2 Ideas to Become a Digital Leader
- By: John Rossman
- Narrated by: Jeff Cummings, John Rossman
- Length: 9 hrs and 10 mins
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“What would Jeff do?” Since leaving Amazon to advise start-ups and corporations, John Rossman has been asked this question countless times by executives who want to know “the secret” behind Amazon’s historic success. In this step-by-step guide, he provides 50½ answers drawn from his experience as an Amazon executive - and shows today’s business leaders how to think like Amazon, strategize like Bezos, and beat the competition like nobody’s business.
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A must read if you really want to innovate like Amazon
- By Npino on 05-19-19
By: John Rossman
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Organizational Culture and Leadership, Fifth Edition
- By: Edgar H. Schein, Peter Schein
- Narrated by: Noah Michael Levine
- Length: 12 hrs and 34 mins
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Organizational Culture and Leadership is the classic reference for managers and students seeking a deeper understanding of the inter-relationship of organizational culture dynamics and leadership. Author Edgar Schein is the 'father' of organizational culture, world-renowned for his expertise and research in the field; in this book, he analyzes and illustrates through cases the abstract concept of culture and shows its importance to the management of organizational change.
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Terrible listening experience
- By Ashley on 01-26-19
By: Edgar H. Schein, and others
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What listeners say about Mastering the Complex Sale: How to Compete and Win When the Stakes Are High!
Average customer ratingsReviews - Please select the tabs below to change the source of reviews.
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- Amazon Customer
- 09-11-18
Greatly Informative-Very Dense
Great book. Great material. Very dense but worth it! Once you've understood this material you will see reflections of this in your day to day as a salesperson.
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- Joe
- 09-04-20
Outstanding!!
Jeff reopened my eyes yet again! I read this book almost 20 years ago when I first transitioned from IT Staffing to Selling Software and Solutions in Casino Gaming. This book and many others helped me fully engage as the only sales leader in the organization, delivering valuable solutions at 100K to over 1M.
Today I run a Global Business Development Organization and again, sharpening my skill to help my team succeed.
I highly recommend this book and the tools Jeff provides. Thank you!
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- Anonymous User
- 05-02-23
A must read for everybody in the organizatoin.
Its all about margin. If you aren't making your customers margin on your product or service why should they stay with you? Jeff gets way into how to do business so its sustainable from a margin perspective. I recommend this book for anyone that wants to be successful in business, not just business development or purchasing professionals.
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- CFunderburk
- 06-09-15
I have no gift of gab!
I have always thought that I was a terrible salesman and a terrible negotiator. in other words, I was not born with the gift of gab.
This book has given me hope. Through this system, strategy and discipline I am determined to have the breakthrough in sales that I though only the fast talkers could have.
Curtis Funderburk
System Integrity LLC
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1 person found this helpful
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- Joseph
- 11-09-22
Seems like sound advice
The whole company approach to perfecting the art of ‘trusted advisor’ and therefore sales seems sound. I’ll let you know how trying to implement it goes, this is after all a self-improvement book ;-)
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- ScoutlyJ
- 03-11-13
Fantastic B2B sales material
If you are interested in complex sales (e.g. more than one buyer and/or buying influence) - and you are dealing in the increasingly complex and commoditized world of B2B sales - this is an excellent title. The author reads his book outlining his consulting firm's approach to increasing success in B2B sales with an excellent process. The material is outstanding. Overall the author does a great job reading (though it sounds - as I guess it should - self promoting in places - especially the forward!) The only downside is not having the diagrams that the author refers to. Given that the author himself is reading and that he knows this will be people listening to the book - I would have appreciated him following his own advice - knowing and responding to his customer's needs by describing the diagram rather than saying, "Look at figure 4.2" Perhaps he wants us to buy the audio and the print versions. I did. It's that good!
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2 people found this helpful
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- Daniel
- 05-18-17
Worth It
This book was very long and slow at times, but completely worth it for anyone in complex sales.
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- Anthony Antonicello
- 06-11-15
Great Read, very Detailed
Great Read, struggle to finish but well worth it! My company bases our entire sales process from this book.
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1 person found this helpful
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- Julio Sene França
- 09-24-18
Easy to read and understand.
Great book! It's a step by step guide to improve your sales skills and company business process. It's specially recommend for people who is working with high value products.
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- Amazon Customer
- 01-30-15
an extension of exceptional selling
this book is the same as his Exceptional Selling which is basically teaching the art of selling the absence of value, no pressure sales, diagnostic approach with customers. it goes a step further with teaching management what kind of associates to hire for their organization.
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