Jeff Thull's Books

Mastering the Complex Sale

How to Compete and Win When the Stakes are High!

By: Jeff Thull

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Mastering the Complex Sale

How to Compete and Win When the Stakes are High!

By: Jeff Thull

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

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Page Count

311

Publisher

John Wiley and Sons

Published Date

ISBN 10

0470632593

ISBN 13

9780470632598

Exceptional Selling

How the Best Connect and Win in High Stakes Sales

By: Jeff Thull

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Exceptional Selling

How the Best Connect and Win in High Stakes Sales

By: Jeff Thull

Praise for Exceptional Selling "Thull's leading-edge thinking makes this book extraordinary. This straightforward guide to communicating across all cultures with credibility and respect will give you a significant competitive advantage in a complex and crowded global marketplace." Guenter Lauber, Vice President, Siemens Energy Rob Mancuso, Senior Vice President, Investors Financial Services Corp. "Thull has taken consultative and collaborative sales to new heights. The knowledge in this book is priceless. The trust and respect created by the diagnostic process is a must-have for success here in Asia and around the globe. It enables us to differentiate ourselves early and achieve long-lasting success." Tay Chong Siew, Major Customer Director, North Asia, BOC Gases "Having achieved exceptional success by working with Thull and implementing the strategy and process in his first two books, I'm astounded that his leading-edge thinking is captured in yet more detail in another brilliant book. The conversation examples of his powerful diagnostic approach will bring even greater success to our organization. Truly exceptional!" Alberto Chacin, Director of On Demand Services LAD, Oracle USA "Exceptional Selling is a dramatic departure from the vast majority of sales books. It scares me to see all the ways in which we can self-sabotage our sales opportunities-but that's only chapter one. Throughout the book, Thull describes compelling examples of how to succeed in a cluttered marketplace." Steven Rodriguez, Senior Vice President, Ceridian Corporation "Thull has again extended the concepts and thinking he developed in The Prime Solution and Mastering the Complex Sale. This is an essential read for anyone working to understand his customers in a complex world." Wayne Hutchinson, Vice President of SalesMarketing and Consulting, Shell Global Solutions International B.V.

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Page Count

229

Publisher

Wiley + ORM

Published Date

ISBN 10

1118038886

ISBN 13

9781118038888

Mastering the Complex Sale

How to Compete and Win When the Stakes are High!

By: Jeff Thull

Write a review Read reviews Take a Quiz Solve Book Puzzle

Mastering the Complex Sale

How to Compete and Win When the Stakes are High!

By: Jeff Thull

Average ratings

N/A

Write a review

Solve jigsaw puzzle

Age

Page Count

311

Publisher

John Wiley and Sons

Published Date

ISBN 10

0470632593

ISBN 13

9780470632598

Exceptional Selling

How the Best Connect and Win in High Stakes Sales

By: Jeff Thull

Write a review Read reviews Take a Quiz Solve Book Puzzle

Exceptional Selling

How the Best Connect and Win in High Stakes Sales

By: Jeff Thull

Average ratings

N/A

Write a review

Solve jigsaw puzzle

Age

Page Count

229

Publisher

Wiley + ORM

Published Date

ISBN 10

1118038886

ISBN 13

9781118038888

Book's by Jeff Thull

Mastering the Complex Sale

Mastering the Complex Sale

Exceptional Selling

Exceptional Selling

Mastering the Complex Sale

Mastering the Complex Sale

Exceptional Selling

Exceptional Selling

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