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Hope is Not a Strategy: The 6 Keys to Winning the Complex Sale
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Hope is Not a Strategy: The 6 Keys to Winning the Complex Sale

3.68 of 5 stars 3.68  ·  rating details  ·  146 ratings  ·  10 reviews
Business-to-business team selling has never been easy. In today's new economy - where an organization's technology, processes and power-holders can change overnight - it's riskier than ever. Multimillion-pound deals can spin out of control in a heartbeat. And the time-honoured methods that once made salespeople and sales managers successful just don't apply anymore. This b ...more
Hardcover, 178 pages
Published October 8th 2002 by Nautilus Press (GA) (first published September 1st 2001)
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Paul Lanigan
One of the best books I've read on the politics of the complex sale
Aug 09, 2011 David rated it 3 of 5 stars  ·  review of another edition
Recommends it for: Sales people - especially those selling a service.
Nothing really new in this book - but a good collection of strategies. Chapter 6 seems to summarize the whole book in about 4 pages. I'm not really in sales myself but I think the RADAR (Reading Accounts and Deploying Appropriate Resources) along with its six steps was an interesting way to summarize a strategy.
This book is valuable as a tease for the larger consulting/training from The Complex Sale. The system is useful for analyzing and adapting to different buyer personalities.
Interesting book that formed the basis of R.A.D.A.R sales training. Some things are useful acrooss all sales jobs but the focus is on large-scale complex sales.
Keith Brooks
A number of dogears but much of this is rehashed all over.
My old boss gave me this book seevral years ago and I read it once a year. It is a good guide for deal making in today's evolving economy.
Srinivasan Nagobarao
Amazing book for sales professionals, a must read to understand the complexity of sales and how to manage it
Gretchen Schott
Love Rick Page! I am now a fan! Easy read. The 1st of several stratgies for selling better.
Mark Burrall
great sales book on pursuing the complex sales
Apr 11, 2009 Lemy marked it as to-read  ·  review of another edition
Looking forward to read it :)
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“Flanking strategies in sales situations actually mean one of five things: (1) changing the pain, (2) changing the power, (3) changing the process, (4) linking solutions or products, or (5) expanding scope.” 0 likes
“If we oversold or underdelivered, then it wasn’t a sale; it was a lie. Lying is easy; selling is hard. A great salesperson sells in a way that leads to trust and repeat business.” 0 likes
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