Jump to ratings and reviews
Rate this book

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

Rate this book
He has taught his breakthrough selling strategies to thousands of people in 150 companies across 50 countries--an amazing platform that has helped his message spread like wildfire. This paperback edition of Page's runaway sales bestseller schools readers in Page's simple, six-step process for making the sale--no matter how complex the deal or how many people are involved in the buying decision. Integrating the winning selling strategies used by the world's top salespeople, Page shows readers how to:

192 pages, Paperback

First published September 1, 2001

Loading interface...
Loading interface...

About the author

Rick Page

8 books4 followers
A recognized authority in the complex sale arena, Rick Page has trained salespeople from more than 50 countries during his long and distinguished career. One of the foremost experts on sales management and selling, Rick continues to develop innovative sales programs and is the author of Hope Is Not A Strategy - The 6 Keys to Winning The Complex Sale and Make Winning A Habit - 20 Best Practices of the World's Greatest Sales Forces.

As executive vice president of Dun & Bradstreet Software (formerly Management Science America), Rick initiated a strategic sales training program for the global sales force. While at the company, Rick also led one of its most successful regions, managing more than 100 consultants and 50 sales reps for a $50 million profit center.

In 1994, Rick founded The Complex Sale, Inc. which has provided sales consulting and training methodologies to more than 35,000 sales reps worldwide in the information technology, consulting, telecommunications, medical and financial industries.

Additionally, Rick has shared his expertise with the readers of Consultant News and Solutions Integrator, as well as attendees of the Stanford Executive Briefing and numerous other prestigious conferences.

Rick holds a Master of Business Administration from the University of North Carolina at Chapel Hill.

Ratings & Reviews

What do you think?
Rate this book

Friends & Following

Create a free account to discover what your friends think of this book!

Community Reviews

5 stars
105 (30%)
4 stars
122 (35%)
3 stars
81 (23%)
2 stars
29 (8%)
1 star
7 (2%)
Displaying 1 - 15 of 15 reviews
Profile Image for Arash Narchi.
195 reviews9 followers
April 1, 2023
So many books on business / sales are fluff and a waste of time. This book is the total opposite and it has stood the test of time for 20+ years. Must read if you work in complex B2B sales.
2 reviews
December 1, 2018
Taught me that "You must pick the battles you can win, then win the battles you pick."

Do not try to turn an unqualified lead into a qualified lead...instead focus on targeting the right buyers.
Profile Image for Kate.
182 reviews
October 21, 2017
Anyone doing sales that are not straight shot one and done simple widgets should read this book. It's older but the concepts still apply well. I was able to quickly relate the concepts back to my service sales.
Profile Image for David.
2 reviews
August 10, 2011
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.
7 reviews2 followers
Want to read
April 11, 2009
Looking forward to read it :)
Profile Image for Gordon.
14 reviews1 follower
July 1, 2010
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.
Profile Image for Greg.
649 reviews85 followers
November 11, 2009
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.
Profile Image for Gretchen Schott.
178 reviews5 followers
January 30, 2011
Love Rick Page! I am now a fan! Easy read. The 1st of several stratgies for selling better.
Profile Image for Rick.
307 reviews2 followers
February 7, 2013
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.
151 reviews2 followers
March 1, 2016
Excellent book; highly recommended for all sales persons and specially for all sales managers. Very practical with useful hints.
Profile Image for Fai Poon.
68 reviews1 follower
June 3, 2016
Read through it during my trip to Asia. Need to read it again at some point to understand some of the concept.
Displaying 1 - 15 of 15 reviews

Can't find what you're looking for?

Get help and learn more about the design.