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The Maverick Selling Method: Simplifying The Complex Sale Paperback – February 23, 2009


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Product Details

  • Paperback: 148 pages
  • Publisher: Xlibris (February 23, 2009)
  • Language: English
  • ISBN-10: 1441503501
  • ISBN-13: 978-1441503503
  • Product Dimensions: 0.3 x 6 x 8.9 inches
  • Shipping Weight: 8 ounces (View shipping rates and policies)
  • Average Customer Review: 4.6 out of 5 stars  See all reviews (19 customer reviews)
  • Amazon Best Sellers Rank: #619,515 in Books (See Top 100 in Books)

Editorial Reviews

Review

"Most Sales books focus just on What to Say, this book focuses on What to Do and more importantly Why to Do It. I have been selling Seven-Figure Deals for Twenty-Years and I learned a great deal from this book."  - Craig Allen - Major Account Manager
   


"If you have been selling for 5 years or more there no books to help you build your skills. This book fills the gap by showing how the best B2B salespeople sell." - Jennifer Campbell, Software Sales Specialist.
  
  


"While presentation skills and interpersonal skills are important they do not win the complex sale. The Maverick Selling Method shows how the complex deal is different and how to win it." -  Ravi Gupta, VP of Business Development

About the Author

Brian Burns is a sales leader, advisor and investor. He has spent his twenty year career creating, capturing and dominating early stage innovative markets. During this time, he has played key leadership, management and sales roles for nine venture capital backed companies, resulting in three IPOs and six acquisitions. Through this experience he has developed a unique and powerful sales method for bringing innovative products to market while marginalizing competitors. In his private practice, Brian has founded The Maverick Organization, a consulting firm specializing in assisting companies with their sales strategy, sales practices and in developing an effective sales team.

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Customer Reviews

4.6 out of 5 stars
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All I'm saying is this book made the penny drop!.
Mr Ruwan Taleyratne
This book is an excellent resource to help experienced sales professionals learn how to map out strategies to win complex sales.
The Marketing Guy Who Drives Sales -r
It also has constant reminders of what can go wrong along the way as well as what your competitors will be doing.
Michael Cohen

Most Helpful Customer Reviews

11 of 11 people found the following review helpful By Michael Cohen on March 31, 2009
Format: Paperback
I've read several sales books, and it is all just rehashed information that is all good stuff but not anything unique. The Maverick Selling Method is all about modeling people who have been extremely successful at selling in the most difficult of environments. The book explains all the steps that are involved in the complex sale and describes what you need to do at each step. It also has constant reminders of what can go wrong along the way as well as what your competitors will be doing. It is clear that the writer has studied the complex sale for years and has assembled the best strategic overview of how to win every deal.
This book was a great investment in my sales career.
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4 of 4 people found the following review helpful By Matthew Bixler on April 16, 2009
Format: Paperback
Far different then the tips and tricks sales books that flood the market place, this book is completely original. The Maverick Method takes a modeling approach and matches it to the terrain of the complex sale. The case studies and strategies are all based on real people who have outsold their competitors, which is incredibly valuable. With the focus of the book being that there is no one way to win a deal, it does not push that there is only one way to sell. The focus of the book is on advanced selling skills and strategies that I have not seen anywhere else, they are easy to learn and make perfect sense. Even if you are an A-Player with twenty years of experience you will be inspired by this book.
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4 of 4 people found the following review helpful By J. Croghan on April 1, 2009
Format: Paperback
Having spent a number of years selling, I find it rare to locate a book with new and innovative material for the experienced sales person. Even the most advanced books on selling are targeted the journeyman salespeople (those with less than five years of selling). What I like most about the Maverick Selling Method is that it is written by and for experienced salespeople. This is the first book that covers all the elements of the complex sale and teaches you how to control it, all without having to change your personality. Burn's book offers information and advice you can put to use immediately. I highly recommend it!
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3 of 3 people found the following review helpful By The Marketing Guy Who Drives Sales -r on August 12, 2010
Format: Paperback
This book is an excellent resource to help experienced sales professionals learn how to map out strategies to win complex sales. Not only must you win the technical sale but you must also win the business sale and very often you must speak to very different people and make very different appeals to be successful in both of these efforts. This is precisely where many traditional sales people fail in today's complex selling environment.

This is certainly not a book for those just starting careers in sales as they may not have the frame of reference to put a lot of the information into its proper context but those with sales experience will find many new things to consider.

If you've noticed that the selling process has become more complicated and slower than ever and are having difficulty even talking to the right people anymore then you probably will benefit from this book so you can reinvent your style and approach to match your prospects' buying processes. And yes, the buying process is more complex than ever.

~~Review by The Marketing Guy Who Drives Sales, author of the e-book, "How to Build and Manage Your Brand (in sickness and in health)."
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3 of 3 people found the following review helpful By Stephanie Basil on May 6, 2009
Format: Paperback
I've taken several sales classes and read other books but this clearly defines what it takes to be the best of the best. The examples he gives clearly illustrate how deals can be won. I'm in the technology field and can relate to most of them however even those not in tech will find them extremely useful. Just a great read for any salesperson who wants to take his or her career to the next level.
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3 of 3 people found the following review helpful By Michael A. Garrett on April 7, 2009
Format: Paperback
As a Software Sales Veteran of 15 years, I've been through some sales training classes. Every one of them has a methodology that they want you to follow, which is great, but not always what a sales professional needs. The Maverick Selling Method is a fresh approach - how to take the tactics and methods that we've been using from our years of sales training classes, the skills we have as humans and the experience that has helped us develop ourselves into an A salespeople - and blend that into one powerful roadmap to managing a complex sales cycle. This fresh approach is not about us relearning what we know, but rather how to take our existing skills and laser focus them in the most important areas of a sales cycle.
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3 of 3 people found the following review helpful By R. Daly on April 1, 2009
Format: Paperback
As a serial entrepreneur of organically-grown companies, the challenge is always to acquire new customers. We strive to employ various Maverick Method strategies with each of our portfolio companies. We insist that our sales teams (informally) keep maps to show the entire selling process and we encourage maverick skills, attitudes, and strategies -- all expressed clearly in the text. Unlike most sales strategy books which just give a common vocabulary, the Maverick Method is loaded with practical gems that combine to give the whole picture of what will happen -- each impediment we have ever run across has actually been addressed in the text. My favorite part of the book was the introduction of strategies I never would have imagined could be put in print -- for example the innovative and shocking "ecosystem" strategy.
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2 of 2 people found the following review helpful By JasonP on May 31, 2013
Format: Kindle Edition
This is an excellent book on how to master the *complex* sale and raise your game from the status of A or B player to that of a "Maverick". Despite the name, it's not about being a lone wolf or loose cannon but more about thinking for yourself and becoming a master of your craft. It's essentially about understanding and executing upon all the critical (and many times, overlooked) steps needed to successfully navigate and close the complex B2B sale.

What I liked about this book is that it doesn't recommend the same old tired ABC techniques that just don't work in a B2B sale (when you're having many meetings with several different players in an organization, each of whom have their own part in the overall purchasing decision).

Brian Burns gives helpful advice such as not changing who you are - sell the way you're comfortable selling so it comes across as genuine. He makes you realize that you may know how to sell but your customer doesn't necessarily know how to buy. The Maverick Method helps you learn how each organization purchases differently and how to tailor your approach to arrive at a positive outcome. Other key points he brings up are making sure to know who all the key stakeholders are in the organization and to engage with each of these people to find out what they specifically care about and learn about "what's in it for them?".

This book teaches how to keep deal momentum going and will train you how to control the sale as it moves through the organization. You'll essentially know what to do ahead of time, which will shorten your sales cycles. After reading this book, I got a much better sense of why previous deals kept slipping. I now have a much better grasp on what I need to do to ensure success.
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