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Hope Is Not a Strategy: The 6 Keys to Winning the Complex Sale
CITATION
Page, Rick
.
Hope Is Not a Strategy: The 6 Keys to Winning the Complex Sale
. McGraw-Hill, 2003.
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Hope Is Not a Strategy: The 6 Keys to Winning the Complex Sale
Authors:
Rick Page
Published:
April 2003
eISBN:
9780071505123 0071505121
|
ISBN:
9780071418713
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Book Description
Table of Contents
Table of Contents
Introduction
Section 1: The Challenge—The Complex Sale
Chapter 1 Out of Control
Chapter 2 What Makes Today’s Complex Sale Complex?
Chapter 3 The Canyon and the Crucible—The Competitive Evaluation
Chapter 4 Talent and Team Selling: Tellers, Sellers, Hunters, Farmers, Business Developers, Partners, and the Industry-Networked Consultant
Chapter 5 The Arsenal of Competitive Advantage
Section 2: The Solution—R.A.D.A.R.
Chapter 6 R.A.D.A.R.—Simplifying the Complex Sale
Chapter 7 Key 1—Link Solutions to Pain (or Gain)
Chapter 8 Key 2—Qualify the Prospect
Chapter 9 Key 3—Build Competitive Preference
Chapter 10 Key 4—Determine the Decision-Making Process
Chapter 11 Key 5—Sell to Power
Chapter 12 Key 6—Communicate the Strategic Plan
Section 3: Strategies for Execution
Chapter 13 Sixteen Opportunity-Level Sales Strategies
Chapter 14 Changing Issues and Time-Based Sales Tactics
Chapter 15 Ten Individual-Level Strategies
Chapter 16 Selling at “C-Level”—Calling on Chief Executives and Political Navigation
Section 4: Winning Before the Battle—Account Management
Chapter 17 From Opportunity Management to Account Management
The Complex Sale, Inc.
Notes
Bibliography
Index
