by Jeff Thull (Author)
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 guide―a truly outstanding approach to
bringing all the pieces of the puzzle together."
―Ed Daniels, EVP, Shell Global Solutions Downstream, President, CRI/Criterion, Inc.
"Mastering the Complex Sale
brilliantly sets up value from the customer's perspective. A must-read
for all those who are managing multinational business teams in a complex
and highly competitive environment."
―Samik Mukherjee, Vice President, Onshore Business, Technip
"Customers
need to know the value they will receive and how they will receive it.
Thull's insights into the complex sale and how to clarify and quantify
this value are remarkable―Mastering the Complex Sale will be required reading for years to come!"
―Lee Tschanz, Vice President, North American Sales, Rockwell Automation
"Jeff
Thull is winning the war against commoditization. In his world, value
trumps price and commoditization isn't a given, it's a choice. This is a
proven alternative to the price-driven sale. We've spoken to his
clients. This stuff really works, folks."
―Dave Stein, CEO and Founder, ES Research Group, Inc.
"Our
business depends on delivering breakthrough thinking to our executive
clients. Jeff Thull has significantly redefined sales and marketing
strategies that clearly connect to our global audience. Read it, act on
it, and take your results to exceptional levels."
―Sven Kroneberg, President, Seminarium Internacional
"Jeff's main thesis―that professional customer guidance is the key to success―rings true in every global market today. Mastering the Complex Sale is the essential read for any organization looking to transform their business for long-term, value-driven growth."
―Jon T. Lindekugel, President, 3M Health Information Systems, Inc.
"Jeff
Thull has re-engineered the conventional sales process to create
predictable and profitable growth in today's competitive marketplace.
It's no longer about selling; it's about guiding quality decisions and
creating collaborative value. This is one of those rare books that will
make a difference."
―Carol Pudnos, Executive director, Healthcare Industry, Dow Corning Corporation
