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Mastering the Complex Sale: How to Compete and Win When the Stakes are High!

Mastering the Complex Sale provides insights and techniques for sales professionals dealing with intricate sales processes and significant financial outcomes. more

Author

Jeff Thull
Jeff Thull

Jeff Thull is a renowned author born in 1949, specializing in sales and business strategy. His works provide profound insights and practical advice for sales professionals. more

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“Salespeople are the most vital people in any business. Without sales, the biggest and most sophisticated companies shut down. Sales are the spark plug in the engine of free enterprise. There is a direct relationship between the success of the sales community and the success of the entire country.”

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“A hundred years ago-even 20 or 30 years ago-it was possible, if not always easy, to close major business by calling on and satisfying a key decision-maker. Today, every piece of business entails multiple decisions, and those decisions are virtually never made by the same person. Not only do you have to contend with multiple decisions, but the people who make those decisions may not even work in the same place.”

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“The traditional selling models, methods, and techniques that most of us have been trained to use work best in small sales. For now, let me define small as a sale which can normally be completed in a single call and which involves a low dollar value. Unfortunately, these tried-and-true low-value sales techniques, most of them dating from the 1920s, don't work today.”

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“Conditions have changed, but we are still operating financially by the rules established during the Industrial Revolution-rules based on creating more material possessions. But our high standard of living has not led to a high quality of life-for us or for the planet.”

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“Our findings do not represent a quick fix, or the next fashion statement in a long string of management fads, or the next buzzword of the day, or a new 'program' to introduce. No! The only way to make any company visionary is through a long-term commitment to an eternal process of building the organization to preserve the core and stimulate progress.”

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“Because these firms listened to their customers, invested aggressively in new technologies that would provide their customers more and better products of the sort they wanted, and because they carefully studied market trends and systematically allocated investment capital to innovations that promised the best returns, they lost their positions of leadership.”

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Book:The Innovator's Dilemma: When New Technologies Cause Great Firms to Fail
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