Book Description
If you specialize in complex sales, the business-to-business transactions that involve multiple decisions made by multiple people from multiple perspectives, this is the book for you! It presents The Prime Process—a diagnostic, customer-centered approach that clearly sets you apart from your competition and positions you with respect and credibility as a valued and trusted advisor. If the stakes are high and you’re expected to win, this book will give you the edge you’ve been looking for.
Buy your copy today!
Customer Reviews:
Avoid unpaid consulting and become a leader not only a manager of the sales process.......2007-10-07
Jeff Thull is one of the 'fathers' of consultative selling and you really can't go wrong by reading and studying any of his books. This book is not only a primer on the subject but a resource that you'll find yourself going back to over and over again.
Business to Business Selling (B2B), that is complex, high dollar, capital intensive selling is different than the transactional sales of a Sandler, Tracey, or Hopkins. The long sales cycles and intense competitive pressures of complex sales require skills that move beyond techniques, closing, and relationship building. A salesperson must manage the sale through a long and involved process with an entire continuum of issues, stakeholders, and obstacles. As Thull says "we need to get beyond selling to managing decisions," "beyond problem solving to managing change," beyond meeting needs to managing expectations," beyond transactions to managing relationships," and "beyond reacting to managing clear communications." This book is the roadmap for doing those things.
In some ways this book moves past the idea of consultative selling because everyone claims to be doing that. Often customers don't have a rational or clear buying process themselves. Salespeople have to navigate these turbulent waters while preventing "unpaid consulting" and loosing to a competitor for unseen reasons. Thull offers constructive and timely advice on how to lead not simply manage, to drive change instead of being a victim of other people's processes.
"New Solution Selling" offers a better 'system' complete with tactical advice and forms to implement a complex selling process. However for important concepts and a philosophical sales foundation this book is a important read.
I have 37 years in sales...........2007-08-23
I am familar with many of the concepts and ideas in this book. I enjoyed the overview of the three eras of sales; particularly since I have lived thru them all! And, the fighter jet complex sale made me appreciate the less complex sales I work with day to day. I believe this is a good book for those new to the world of complex sales and provides a good overview upon which to build and increase your knowledge of the sales process.
Refreshing approach.......2007-08-15
Tired of the same old "wedge foot in door, give presentation then close" mentality? This manual offers a refreshing view of a better method for client management. If you feel your time and resources are too valuable to waste them putting the hard sell tactics on uninterested parties, purchase this book.
Good overview for beginners.......2007-04-10
This is the first book I have read that provides a good foundation for salesman who are beginners.
Develop an unfair advantage & truly differentiate your offering.......2006-09-14
Tremendous foundation of how to change the fundamentals, rules of engagement, the game and give yourself a wonderfully unfair advantage in business development that involves complex sales. Excellent read prior to reading Jeff Thull's other two (excellent) books, The Prime Process and Exceptional Selling, which get into more detailed tactics and how-to's. Consultative selling is not a way to differentiate yourself and your offering any longer. Most salespeople now use that approach. As Thull puts it, to truly differentiate yourself, you've got to be a diagnostic business developer. This book book will teach you if you how if you choose to implement the fundamentals of the Prime Process described. He makes the point that spectacular results always begin with unspectacular (unglamorous) preparation.
Book Description
Why waste your time chasing after prospects when you can get them to come to you? Most self-proclaimed rainmakers let business drizzle in rather than positioning themselves to experience a downpour. Courting Business gives you the strategies for getting prospects to contact you. Ann Marie Sabath's proven three-step strategy will inspire you to be creative, consistent, and politely relentless in a way that will please even the toughest prospects. This hands-on guide offers tips and techniques for successfully attracting and closing business. With Courting Business, you'll: * Discover the three most important qualities for success. * See why if you're on time, you're late! * Realize how instilling the sense of urgency in your professional style will differentiate you from your competition. * Learn why doing more for fewer people will assist you in developing stronger relationships. * Establish instant rapport with prospects and clients through the use of connectors. * Learn how to overcome the fear of rejection. * Figure out how to turn a "no" today into a "yes" tomorrow. * And much more!
Average customer rating:
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Handbook of Key Customer Relationship Management, The: The Definitive Guide to Winning, Managing and Developing Key Account Business
Ken Burnett
Manufacturer: Financial Times/Prentice Hall
ProductGroup: Book
Binding: Hardcover
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ASIN: 0273650319 |
Average customer rating:
- Handbook of Relationship Marketing
|
Handbook of Relationship Marketing
Jagdish N. Sheth , and
Atul Parvatiyar
Manufacturer: Sage Publications, Inc
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Total Relationship Marketing
ASIN: 0761918108 |
Book Description
As businesses increasingly stress the importance of cooperation and collaboration with suppliers and customers, relationship marketing is emerging as the 'core' of all marketing activity. In recent years, there has been an explosive growth in business and academic interest in relationship marketing, yet no comprehensive book has been available to present key concepts, theories, and applications. The editors of this volume have assembled an authoritative and global cast of chapter contributors and crafted a volume that will become the seminal, founding work in this growing field. Their approach is eclectic, including a broad coverage of topics, diverse theoretical and conceptual paradigms, and global viewpoints.
Customer Reviews:
Handbook of Relationship Marketing.......2000-05-11
This book attempts to pull together the latest thinking on relationship marketing from America, the UK and Europe. It is a very good reference book for someone carrying out academic study in the field. It is biased towards business to business and services and admits that relationship marketing is not as well documented in the area of mass market products.
Book Description
In this, her second book, Marilyn Stewart examines the opportunity confronting today's sasvvy marketers to build relationships with customers. She elaborates and expands on the central ideas of her previous book, The Canadian Direct Marketing Handbook, and helps you indentify and market to your most profitable customers through the relationship-building techniques of direct marketing.
Book Description
A thorough analysis of where U.S./European relations have gone wrong--and how to set them right
ALLIES AT WAR is the first and most comprehensive assessment of what went wrong between America and Europe during the crisis over Iraq and is based on extensive interviews with policymakers in the United States and Europe.
It puts the crisis over Iraq in historical context by examining US-Europe relations since World War II and shows how the alliance traditionally managed to overcome its many internal difficulties and crises. It describes how the deep strategic differences that emerged at the end of the Cold War and the disputes over the Balkans and the Middle East during the Clinton years already had some analysts questioning whether the Alliance could survive. It shows how the Bush administration’s unilateral diplomacy and world-view helped bring already simmering tensions to a boil, and describes in depth the events leading up to the Iraq crisis of 2003.
Gordon and Shapiro explain how powerful forces such rising American power and the September 11 terrorist attacks have made relations between America and Europe increasingly difficult. But the authors argue that the split over Iraq was not inevitable: it was the result of misguided decisions and unnecessary provocations on both sides. Contrary to the conventional wisdom that claims that the Iraq war signaled the effective end of the Atlantic Alliance, the authors warn that assuming the end of the Alliance could quickly become a self-fulfilling prophesy: leaving the United States isolated, resented, and responsible for bearing the burdens of maintaining international security largely alone.
In response to those who argue that the Atlantic Alliance is no longer viable or necessary, ALLIES AT WAR demonstrates that even after Iraq, the United States and Europe can work together, and indeed must if they wish to effectively address the most pressing problems of our age. The book makes concrete proposals for restoring transatlantic relations and updating the alliance to meet new challenges like global terrorism and the transformation of an unstable Middle East.
Download Description
"Masterful ... a timely demonstration that a new transatlantic compact is both possible and necessary for our common security."--Joseph R. Biden, Jr., Ranking Member, Senate Foreign Relations Committee A Detailed Examination of What Has Gone Wrong in the Fragile U.S./Europe Alliance--and How to Make It Right
Customer Reviews:
This is the best study yet of the transatlantic crisis over.......2005-01-09
Iraq, well informed and eminently fair; it concludes with excellent advice, particularly regarding the need for Washington to continue supporting European integration and a collective European defense effort. What the authors make clear, without shrillness or grandstanding, is that "the European complaint that the American decision-making process and diplomacy about Iraq violated reasonable alliance norms and expectations is valid." They prove this point with careful analysis of what happened in 2002 and 2003 and with a short, sharp reminder of previous alliance crises and how they were overcome. This is not to say that the authors side with France and Germany; their criticism of those countries' diplomacy is often quite stinging. But the fact that the United States is the "indispensable power" does not mean that its allies must support it in every case. As Gordon and Shapiro write, "when taken too far, assertive leadership can quickly turn into arrogant unilateralism, to the point where resentful others become less likely to follow the lead of the United States." "Even a country as powerful as the United States," they explain, "needs a certain level of legitimacy and consent." And indeed, it is clear that U.S. rashness and roughness in its handling of Iraq has weakened its legitimacy and, as a result, badly damaged its interests.
Essential Reading to Inform Public Debate .......2004-10-07
The importance of persistent conflict in Iraq throughout the 2004 presidential campaign makes this volume an essential contribution to the on-going public debate about the Bush Administration's foreign policy, particularly its global war on terrorism. Gordon and Shapiro carefully analyze the motivations and perceptions of the political elites on each continent as well as the opinions of their publics as the Iraq crisis unfolded. The initial chapters set the historical context for an analysis of the deepening discord within the Atlantic Alliance, which came to a head after September 11. The second part analyzes the sources of disagreement regarding Iraq and the reasons for divergence among the members in the transatlantic relationship. The final chapter makes several constructive recommendations to restore the Atlantic Alliance.
These recommendations are particularly significant in light of findings reported after the book's publication. Recent confirmations question intelligence regarding Iraq's weapons of mass destruction (WMD) capability, notably the aluminum tubes cited as evidence that Saddam Hussein was rebuilding Iraq's nuclear weapons program. The fact that these aluminum tubes were likely intended for small artillery rockets, not nuclear use, necessitates a more comprehensive and critical public inquiry. There is an ethical imperative for the American public and the world to receive the information that allows citizens to question intelligently why military action was taken in Iraq. In light of the mounting casualties on all sides, this is a civic responsibility that speaks to America's founding as a republican government, not a reluctant empire. In question are the Bush Administration's doctrine of preventive war and its insistence on the need for regime change, not containment, in the Middle East. This volume underscores the Bush Administration's reliance on military action to rid the region of terrorists. The fact that this reliance occurs without a steadfast pursuit of Middle East peace through a US commitment to the Road Map defies a basic premise of The 9/11 Commission Report's findings. The Report emphasizes that a global strategy to protect the nation should be a balanced one that uses all elements of national power, including diplomacy, intelligence and education to reach out to the larger Muslim world.
Perhaps the most relevant aspect of this case study analysis is the explanation of allied differences. The American faith in precision technology and military prowess is contrasted with the European willingness to accept, contain and try to deter the threat Iraq represented under the dictatorial leadership of Saddam Hussein. More fundamentally, Europe's, and particularly Germany's, awareness of historical mistakes in the rush to militarism is opposed by an increasing American proclivity to accept military force as just another tool in its global strategy against terrorism. This difference brings to mind the influence of the Bush Administration's distinction between a September 10th and a September 12th mentality. For a government that initially shied away from nation building, the undaunted belief in the creation of democracy with bombs in the Middle East flies in the face of French and British experiences with colonialism there. Moreover, this book's analysis is helpful as we evaluate whether success in Iraq is indeed possible, and if so, whether it can decisively define a new stage for Middle East peace as an alternative to negotiations with Arafat.
More fundamentally, this volume offers readers the opportunity to assess the impact of a consistency that has emerged in America's domestic and global policies since 9/11. Cornel West terms this "escalating authoritarianism" in his recent book, Democracy Matters. On the domestic front, the democratic public discourse so vital to the nation's capacity for renewal is at risk. The nature of the US popular debate about the war in Iraq, critical or passive, is a litmus test in this regard. It demonstrates the extent to which Americans are able to display a responsible consciousness about the nation's military involvement there. This public awareness is significant because, as Allies at War convincingly explains, the Atlantic Alliance is not doomed to disintegrate. The context in which the Alliance must evolve has changed, however, given the absence of the Cold War and current threats to world peace, including "out-of-area" ethnic conflicts as well as nationalism, which, in the case of the Beslan tragedy, is not always distinguished from global terrorism. This volume's timely conclusion should not be taken for granted amidst the factual confusion, media spin and political rhetoric of the 2004 presidential campaign. Gordon and Shapiro are right to assert that the post 9/11 context requires leaders and populations in Europe and the United States to understand the challenge they face: to adapt the Atlantic Alliance as a matter of choice as well as necessity.
Average customer rating:
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OECD Proceedings Regulatory Reform in the Global Economy: Asian and Latin American Perspectives (Oecd Proceedings)
Manufacturer: Org. for Economic Cooperation & Development
ProductGroup: Book
Binding: Paperback
Development & Growth
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ASIN: 9264161031 |
Book Description
As border barriers to international trade and investment continue to be reduced thanks to liberalisation efforts, "behind-the-border" barriers -- which are typically regulations aiming at achieving domestic objectives such as health, safety, environmen
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The Euroarea and the New EU Member States: Monetory and Exchange Rate Strategies (Euro-Asian Studies)
Manufacturer: Palgrave Macmillan
ProductGroup: Book
Binding: Hardcover
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ASIN: 1403915199 |
Book Description
This volume studies the effects of alternative exchange rate regimes on accession countries in Central and Eastern Europe. The study uses different types of macro models and studies the sustainability and robustness of monetary policy practices.
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The European Union and Asean: Trade and Investment Issues
Manufacturer: Palgrave Macmillan
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ASIN: 0312231849 |
Book Description
In mid-1997, a major crisis embraced the economies of Southeast Asia. Its effects were severe, particularly on the countries of the Association of Southeast Asian Nations, many of whose currencies suffered market devaluations. This volume addresses the causes of the crisis and its ramifications for both trade and investment between the European Union and ASEAN at the turn of the century.
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The European Union and Asian Countries (Contemporary European Studies Series)
Georg Wiessala
Manufacturer: Continuum International Publishing Group
ProductGroup: Book
Binding: Paperback
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ASIN: 0826460917 |
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The European Union and East Asia: Interregional Linkages in a Changing Global System (Elgar Monographs)
Manufacturer: Edward Elgar Publishing
ProductGroup: Book
Binding: Hardcover
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ASIN: 1840643943 |
Book Description
`This thoughtful and well-researched volume is to be welcomed for adding new dimensions and perspectives to what is still a comparatively understudied theme, the growing linkages between Europe and Asia. The contributors ably demonstrate not only that the two regions are increasingly intertwined economically, politically, socially, and culturally, but that the dynamics of these exchanges contribute crucially to the discourse over regionalism and its place in the global system. Itself the product of interregional collaboration, this collection contributes in a stimulating and timely manner to the expanding debate over regions and their place in the global system.'
- Brian Bridges, Lingnan University, Hong Kong
The global system has seen sweeping changes in recent years and this has precipitated a revival of interest in the relationship between Europe and Asia. This book examines the extent and nature of the regional linkages between East Asia and the European Union. Issues discussed include:
• the reactions and approaches of both regions to the Asian Crisis
• postcolonialism and the balance of power in Europe-Asia relations
• trade relations between Europe and Asia and the revival of the Silk Road
• the development of the role of Asia-Europe meetings
This book assesses the role of divergent cultural expectations, intellectual traditions and political concerns in assessing ways to develop and consolidate the political-economic, social-institutional and political-cultural linkages between the two regions. This multi-disciplinary work will appeal to scholars of globalization and regional economics, international studies and Asian and European Studies.
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The European Union and the Middle East (Contemporary European Studies Series)
Soren Zibrandt Von Dosenrode-Lynge , and
Anders Stubkjaer
Manufacturer: Continuum International Publishing Group
ProductGroup: Book
Binding: Hardcover
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ASIN: 0826460887 |
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Industrialization in the Non-Western World
Tom Kemp
Manufacturer: Longman Publishing Group
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ASIN: 0582021820 |
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Kyrgyzstan: Central Asia's Island of Democracy? (POSTCOMMUNIST STATES AND NATIONS)
John Anderson
Manufacturer: Routledge
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Kyrgyz Republic (Odyssey Illustrated Guide)
-
Central Asia (Lonely Planet Travel Guides)
ASIN: 905702389X |
Book Description
Born out of the collapse of the USSR, Kyrgyzstan has been notable for its struggle to develop a pluralist polity and free market, an attempt that distinguishes it from some of its more authoritarian neighbors. This volume introduces students and businessmen to this most attractive of republics, offering an overview of its history, politics, economic development, and place in the international community. In particular, it focuses on the problematic nature of political development, with democratic and pluralist impulses struggling to survive against the dominance of more traditional forms of governance.
Average customer rating:
- Long on substance, short on literacy
|
Our Fight for Russia
Paul N. Butkoff
Manufacturer: Nova Science Publishers
ProductGroup: Book
Binding: Hardcover
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Russia
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ASIN: 1560725540 |
Book Description
This outstanding book details the riveting and tireless efforts to regain freedom in Russia. There are many reasons both individually and together, for the fall of the Soviet Union including United States foreign policy, political implosion, impact of religious belief, and simply the overt decision to change systems by the Gorbachev regime. The Soviet Union can fairly have been called a monster state since it murdered its own people, tried to snuff out religion and relegated those it didn't kill or exile to live lives of heavy toil with little chance of living normal existences. During the building and developing of the Soviet Union and its mass exterminations, there were many courageous fighters for its freedom, both inside and outside. This book traces the activities of the White Army, its leaders and their destinies. It also reveals many unknown facets of the Vlasov army and its leaders. The story is told through the eyes and life of Paul Butkoff, who lived through the Soviet Union's existence and labored to do his part in keeping the flame of freedom aglow even during the gloomy days when liberals in the West jumped on the bandwagon of the Soviet Union.
Customer Reviews:
Long on substance, short on literacy.......1998-10-25
The book covers an important topic: the decades-long struggle of Russian emigres against communism. The message is, however, tarnished by the author's spotty command of English. This valuable work cries out for a good editor.
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The Prime Solution: Close the Value Gap, Increase Margins, and Win the Complex Sale
Exceptional Selling: How the Best Connect and Win in High Stakes Sales
Hope Is Not a Strategy: The 6 Keys to Winning the Complex Sale
Lead Generation for the Complex Sale: Boost the Quality and Quantity of Leads to Increase Your ROI
Solution Selling: Creating Buyers in Difficult Selling Markets
