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Hope Is Not a Strategy: The 6 Keys to Winning the Complex Sale Paperback – April 14, 2003
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Now In Paperback "No longer is being 'a good closer' the basis of sustainable success. Instead it takes the kind of strategic thinking Rick Page outlines in Hope Is Not a Strategy."
From the Back Cover
Put your team on top with winning B2B sales strategies and techniques
"No longer is being 'a closer" the basis of sustainable success. Instead it takes the kind of strategic thinking Rick Page outlines in Hope Is Not a Strategy."--Geoffrey Moore, author of Crossing the Chasm and Inside the Tornado
How do leading world-class sales and consulting organizations consistently land the big clients and the huge contracts, even in the fast-changing, risk-laden new economy? The world's leading authority on B2B team selling is about to show you. In his runaway bestselling guide to sales excellence, Rick Page reveals the breakthrough selling strategies that have made superstars of thousands of his students.
Combining a commonsense approach with the best kept secrets of the world's most successful sales people, this book presents a proven, six-step process for winning sales opportunities and shows you how to:
- Sell to a prospect's strategic business "pain" for greater value
- Qualify the prospect for forecasting accuracy
- Differentiate your solution to build competitive preference
- Link your strategy to the prospect's decision-making process
- Sell to power by finding the key to buyer politics
- Communicate your strategy throughout your team
More About the Author
Top Customer Reviews
As a test of the book's relevance, I took a potential sale that our firm is wrestling with and put it through the process. A number of valuable insights came from pursuing Mr. Page's process that would probably not have otherwise become part of our approach. Whether the sale will succeed or not, I don't know, but our effort definitely became more effective as a result. I happily give a book that provides that kind of benefit five stars. Thank you!
The book has four sections:
1. The Challenge -- The Complex Sale
2. The Solution -- R.A.D.A.R. (which stands for "R.eading A.ccounts and D.eploying A.ppropriate R.esources")
3. Strategies for Execution
4. Winning before the Battle -- Account Management
The first section was the least helpful to me (after pursuing complex sales for over 30 years, there wasn't really any new background here). If you are new to complex sales, this material will probably be a real eye-opener . . . especially if you are used to individual sales based on a standard approach. The most amusing section was on how to blend talent on a sales team to get the right mix of skills and orientation. You'll learn about Tellers, Sellers, Hunters, Farmers, Business Developers, Partners, and the Industry-Networked Consultant.
The second section was the heart of the book for me, describing R.A.D.A.R. which is "a simplified, six-step process that combines consultative, competitive, and political sales principles into a concise yet comprehensive process." There's a chapter on each element.Read more ›
The first five chapters of the book offer significant value to CEO's, CFO's, senior Marketing officers and other members of the management team who share in the responsibility for developing and understanding their company's "go to market" strategy. I have also recommended this book to friends in the venture community who are challenged by the fact that one or more of their portfolio companies is struggling with delivery of their value proposition and consistency of forecast information.
I am familiar with the methodology presented in the book having embraced it both in the ERP and internet worlds and find it to be presented in a logical, straightforward manner. Controlling the Complex Sale is the most comprehensive, yet implementable, methodology developed for the "knowledge worker" sales executive. Keeping this book at hand to frequently review the fundamentals can be of high value to sales executive or sales manager.
This is written by the founder of the Complex Sale who has had a high impact on the sales performance of many high tech firms adding credibility to the content. I was formerly responsible for Worldwide sales training at Oracle, and The Complex Sale staff and methodology contributed to the bottom line!
Most Recent Customer Reviews
Excellent book with clear outlines of principles and strategies designed for today's complex sale.Published 2 months ago by Amazon Customer
The B2B buying market has changed drastically over the past 10 years, and a great relationship with the buyer will no longer work. A different process or get left behind. Read morePublished 4 months ago by Mary Woods
Managers of sales forces must read. If your sales team spends most of their time on the phone instead of on the road - face to face , then read the material presented. Read morePublished 9 months ago by joseph
An excellent book for not only understanding tactics, but more importantly, understanding the mentality and perspective of customers, competitors, and sales people. Read morePublished 10 months ago by Pratik
Just a bunch of platitudes Buzz words nothing useful or applicable don't waist your time and money on this bookPublished 12 months ago by Roberto Vasani