How and Why Large Companies Make Product Selections: You Know How to Sell, Now Learn How Companies Buy
| Author | : | |
| Rating | : | 4.81 (936 Votes) |
| Asin | : | B006WQ6X5M |
| Format Type | : | |
| Number of Pages | : | 536 Pages |
| Publish Date | : | 2017-07-21 |
| Language | : | English |
DESCRIPTION:
Excellent Primer on How to Avoid Comming in a Close Second by Bud Suse The Cardinal Sin in competing for very large, complex sales opportunities is coming in a close second. Those who compete aggressively in these tempting opportunities, and yet lose, spend the same heavy-duty resources as those who win. To understand why a major campaign has been lost, I highly recommend buying Brian Burns book on this vital subject. The reader will readily discover the answer. On the other hand, if winning a current large, complex opportunity is up for grabs and yours to win, you can improve your chances of winning greatly by reading and applying the concepts in Burns' book.. Concise research based guide to how companies come to buying decisions. Highly recommended. Damien Piper I enjoy listening to Brian's podcast. He has a clear and to the point style. This is a short book focussed on the processes (or lack of) companies follow when making complex buying decisions. It is backed up by research rather than one person's experience. It is concise, has a few very useful insights and is well priced so I'd definitely recommend spending an hour or two reading it.. Amazon Customer said Buy It!. This is a great book full of valuable insights and direct information that can help sales people navigate the complex sale with knowledge of how large companies buy products.
Selling Backwards means that the focus is on the outside looking in. The answers are both surprising and counter intuitive. It will be the salespeople who understand these issues who will win and thrive in the years ahead, leaving their competitors wondering why no one is returning their calls.What you will learn from this book:The 6 Myths of how large companies make product selections.The 2 causes of change that will result in buying decisions.What exactly the large company has to do to make a purchase.What salespeople are doing wrong and how to correct it.How to win committee based decisions.How to tell when you are winning and whe
What we should have been working on was aligning our organization to match how our largest accounts needed." Peter Giber, CEO, nTech, Inc.. "We have spent far to much time working on presentations and power questions, as well as trying to get to power