Thull Exceptional Selling

How the Best Connect and Win in High Stakes Sales
1. Auflage 2010
ISBN: 978-1-118-03888-8
Verlag: John Wiley & Sons
Format: EPUB
Kopierschutz: Adobe DRM (»Systemvoraussetzungen)

E-Book, Englisch, 272 Seiten, E-Book

Praise for Exceptional Selling
"Thull's leading-edge thinking makes this book extraordinary.This straightforward guide to communicating across all cultureswith credibility and respect will give you a significantcompetitive advantage in a complex and crowded globalmarketplace."
--Guenter Lauber, Vice President, Siemens Energy &Automation, Inc., EA Systems
"Exceptional Selling may be one of the most important bookswritten on sales and marketing communications for high stakessales. It shows you how to stand apart from your competition,communicate with great clarity, and position your solution as themost compelling choice for the long term."
--Rob Mancuso, Senior Vice President, Investors FinancialServices Corp.
"Thull has taken consultative and collaborative sales to newheights. The knowledge in this book is priceless. The trust andrespect created by the diagnostic process is a must-have forsuccess here in Asia and around the globe. It enables us todifferentiate ourselves early and achieve long-lastingsuccess."
--Tay Chong Siew, Major Customer Director, North Asia, BOCGases
"Having achieved exceptional success by working with Thull andimplementing the strategy and process in his first two books, I'mastounded that his leading-edge thinking is captured in yet moredetail in another brilliant book. The conversation examples of hispowerful diagnostic approach will bring even greater success to ourorganization. Truly exceptional!"
--Alberto Chacin, Director of On Demand Services LAD, OracleUSA
"Exceptional Selling is a dramatic departure from the vastmajority of sales books. It scares me to see all the ways in whichwe can self-sabotage our sales opportunities-but that's onlychapter one. Throughout the book, Thull describes compellingexamples of how to succeed in a cluttered marketplace."
--Steven Rodriguez, Senior Vice President, CeridianCorporation
"Thull has again extended the concepts and thinking he developedin The Prime Solution and Mastering the Complex Sale. This is anessential read for anyone working to understand his customers in acomplex world."
--Wayne Hutchinson, Vice President of SalesMarketing andConsulting, Shell Global Solutions International B.V.

Autoren/Hrsg.

Thull, Jeff

Inhaltsverzeichnis

Foreword.
Preface.
Acknowledgments.
Part I: "What We Got Here Is a Failure toCommunicate."
1 The More You Sweat, the Less You Sell.
2 Nobody Buys a Value Proposition.
3 You've Got to Get Your Mind Right.
Part II: Taking It to the Street.
4 Earning the Keys to the Elevator.
5 Diagnosis Trumps Presentation Every Time.
6 Cutting Through the Smoke and Mirrors.
7 It Doesn't Pay to Surprise a Corporation.
Part III: Breaking Away with Exceptional Credibility.
8 "Show Me the Money."
9 Connecting at the Level of Power and Decision.
Epilogue.
Index.

Über Autor(innen)

Jeff Thull is a leading-edge strategist and valued advisorfor executive teams worldwide. As President and CEO of PrimeResource Group, he has designed and implemented businesstransformation programs for companies such as Shell GlobalSolutions, 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 andmarketing strategies for companies involved in complex sales. He isan in-demand public speaker who has delivered more than 2,500speeches and seminars. Thull is also the author of The PrimeSolution and the Wiley title, Mastering the ComplexSale.
For more information, please visit www.primeresource.com.