They need, says business strategist, consultant and speaker jeff thull, a smarter way to sell. Jeff is a compelling, entertaining and thoughtprovoking keynote speaker with a track record of over 2,500 speeches and seminars delivered to corporations and professional associations worldwide. Access a free summary of exceptional selling, by jeff thull and 20,000 other business, leadership and nonfiction books on getabstract. Thull persuasively argues in mastering the complex sale, is to stop selling in the conventional sense and adopt a practical proven approach called diagnostic business development or the prime process. Review the key ideas in the book mastering the complex sale by jeff thull in a condensed soundview executive book summary. Continuing to evolve the breakthrough thinking of his bestselling classic mastering the complex sale, in this new edition jeff thull once again pushes the envelope to give professionals from individuals struggling with their first call, to senior executives trying to figure out why their value strategy is falling short a comprehensive guide to navigate and win highstakes sales. In his previously published books, jeff thull introduced and then developed several separate but related core concepts which would help those in sales to compete and win when the stakes are high. The three traps of selling conventionally in a complex. While reading jeff thulls exceptional selling, i was struck with the thought that this book not only teaches an exceptional sales process but shows how a healthy mindset provides the foundation for. Seven of the many pressing issues jeff will examine in this book. How the best connect and win in high stakes sales, and more on. Mastering the complex sale free summary by jeff thull getabstract. As president and ceo of prime resource group, he has designed and.
Tools and techniques for achieving profitable key supplier status key account. Jeff thull is the president, ceo and founder of prime resource group, a leading consultancy. Lindekugel, president, 3m health information systems. This is the first book that lays out a solid method for selling crosscompany. Thulls insights into the complex sale and how to clarify and quantify this value are remarkablemastering the complex sale will be required reading for years to come lee tschanz, vice president, north. Continuing to evolve the breakthrough thinking of his bestselling classic mastering the complex sale in this new edition, jeff thull once again pushes the envelope to give professionalsfrom individuals struggling with their first call, to senior executives trying to figure out why their value strategy is falling shorta comprehensive guide to navigate and win highstakes sales. Jeff thull has reengineered the conventional sales process to create predictable and profitable growth in todays competitive marketplace. Jeff thull, bestselling author, president and ceo, prime resource group. As president and ceo of prime resource group, he has designed and implemented. Mastering the complex sale second edition, by jeff thull. Mastering the complex sale is the essential read for any organization looking to transform their business for longterm, valuedriven growth. As president and ceo of prime resource group and author of three bestselling books, he. Jeff thull is president and ceo of prime resource group and is a specialist in sales and marketing strategies for companies involved in complex sales. As president and ceo of prime resource group, he has designed and implemented business.
Continuing to evolve the breakthrough thinking of his bestselling classic mastering the complex sale, jeff thull once again pushes the envelope in this new edition to give professionals from individuals struggling with their first call, to senior executives trying to assess why their value strategy is falling short a comprehensive guide to navigate and win highstakes sales. His work is published in hundreds of business and trade publications jeff is also the author of the bestselling books mastering the complex sale. A dramatically different process for a dramatically different market. Author jeff thull breaks down complex businesstobusiness sales with clear, stepbased directions, easy to understand diagrams and charts, and case studies of successes and failures. An incredible read thats full of useful, actionable information with the added. Jeff is the author of four bestselling books, including the second edition of mastering the complex sale, as well as the prime solution.
Most important books ever written rob mancusco, senior vice. Jeff thull books list of books by author jeff thull. What books are best to read to master the complex sale. Developing sales professionals in todays complex selling. As president and ceo of prime resource group and author of three bestselling books. Jeff thulls process plays a key role in helping companies and their. He is the author of the best selling books mast e ring th e compl e x.
Close the value gap, increase margins, and win the complex sale, and exceptional selling. It scares me to see all the ways in which we can selfsabotage our sales opportunitiesbut thats only chapter one. Exceptional selling isbn 9780470037287 pdf epub jeff. Jul 16, 2007 by jeff thull the end of solutionbased selling career development solution based selling is a term that has been used since the 90s and describes a selling approach that was a shift for many organizations. Mastering the complex sale free summary by jeff thull.
You will find yourself rethinking your beliefs about selling, applying this straightforward strategy, and. Jeff thull is the author of mastering the complex sale 3. Prime resource group focuses on complex sales in a very challenging global market. Sales consultant and author jeff thull has identified three generations in that evolutionary process in his book mastering the complex sale. Jeff thulls process plays a key role in helping companies and their customers cross the chasm with. A smarter way to sell transforms the conventional sales pitch that cus. Access a free summary of mastering the complex sale, by jeff thull and 20000 other business, leadership and nonfiction books on getabstract. Jeff thull books list of books by author jeff thull thriftbooks. It will give you a significant competitive advantage in a complex and crowded global marketplace. Selling to big companies by jill konrath mastering the complex sale by jeff thull the psychology of selling by brian tracy strategic selling by robert. Exceptional selling gently prods salespeople toward corrective strategies for errors that often go undiagnosed in the chase for the deal. Are your customers treating your highvalue solutions as commodities. Exceptional selling by jeff thull overdrive rakuten.
Mastering the complex sale summary jeff thull soundview. Mastering the complex sale is an ideal book if you want to understand how one sells to a. However, thull adds substance to his claim as he examines the. Thulls insights into the complex sale and how to clarify and quantify this value are remarkablemastering the complex sale will be required reading for years to come. This thoughtprovoking, bestselling book will shake up the way you think about. Bestselling author, advisor, speaker mastering the complex sale. Jeff thull is a leadingedge strategist and valued advisor for executive teams of major companies worldwide.
How to compete and win when the stakes are high, second edition, the prime solution. Close the value gap, increase margins, and win the complex sale and. Exceptional sellings approach extols the value of diagnostic selling. Exceptional selling is a dramatic departure from the vast majority of sales books. See all books authored by jeff thull, including mastering the complex sale. How to compete and win when the stakes are high thull, jeff.
Jeff is a compelling, entertaining and thoughtprovoking keynote speaker with a track record of over 3,500 keynotes and seminars delivered to corporations and professional associations worldwide. Jeff thulls process plays a key role in helping companies and their customers cross. Continuing to evolve the breakthrough thinking of his bestselling classic mastering the complex sale, jeff thull once again pushes the envelope in this new edition to give professionals from individuals. Author jeff thull did great research that went into producing this book. Access a free summary of mastering the complex sale, by jeff thull and 20,000 other business, leadership and nonfiction books on getabstract.
Mastering the complex sale by jeff thull overdrive. Exceptional selling, by jeff thull prime resource group. Praise for mastering the complex sale jeff thulls process plays a key role in helping companies and their customers cross the chasm with disruptive innovations and succeed with game. Jeff is a leadingedge strategist and valued advisor for executive teams of major companies worldwide. The second edition of mastering the complex sale is the handbook that defines the skill and category best though. Its unlike other sales books in that it talks about the entire organizations role in the sale.