CAIRO BOOKS's Description
Praise for Mastering the Complex Sale
"Jeff Thull's process plays a key role in helping companies and their
customers cross the chasm with disruptive innovations and succeed with
—Geoffrey A. Moore, author of Crossing the Chasm and Dealing with Darwin
"This is the first book that lays out a solid method for selling
cross-company, cross-border, even cross-culturally where you have multiple
decision makers with multiple agendas. This is far more than a 'selling
process'—it is a survival guide—a truly outstanding approach to bringing all
the pieces of the puzzle together."
—Ed Daniels, EVP, Shell Global Solutions Downstream, President, CRI/Criterion,
" Mastering the Complex Sale brilliantly sets up value from the customer's
perspective. A must-read for all those who are managing multinational business
teams in a complex and highly competitive environment."
—Samik Mukherjee, Vice President, Onshore Business, Technip
"Customers need to know the value they will receive and how they will receive
it. Thull's insights into the complex sale and how to clarify and quantify this
value are remarkable— Mastering the Complex Sale will be required reading for
years to come!"
—Lee Tschanz, Vice President, North American Sales, Rockwell Automation
"Jeff Thull is winning the war against commoditization. In his world, value
trumps price and commoditization isn't a given, it's a choice. This is a proven
alternative to the price-driven sale. We've spoken to his clients. This stuff
really works, folks."
—Dave Stein, CEO and Founder, ES Research Group, Inc.
"Our business depends on delivering breakthrough thinking to our executive
clients. Jeff Thull has significantly redefined sales and marketing strategies
that clearly connect to our global audience. Read it, act on it, and take your
results to exceptional levels."
—Sven Kroneberg, President, Seminarium Internacional
"Jeff's main thesis—that professional customer guidance is the key to
success—rings true in every global market today. Mastering the Complex Sale is
the essential read for any organization looking to transform their business for
long-term, value-driven growth."
—Jon T. Lindekugel, President, 3M Health Information Systems, Inc.
"Jeff Thull has re-engineered the conventional sales process to create
predictable and profitable growth in today's competitive marketplace. It's no
longer about selling; it's about guiding quality decisions and creating
collaborative value. This is one of those rare books that will make a
—Carol Pudnos, Executive director, Healthcare Industry, Dow Corning Corporation