Stephen Foley spent twenty-five years as a vice president of sales for technology enterprises ranging from startups to companies divisions earning more than $150 million. Through experiences during which his teams sold a billion dollars in technology, Foley became a complex sales coach-building, executing, and running plays to drive revenue growth for the companies for which he worked. Now Foley shares his selling methodology-the Psycho-Scientific Sales Process, a simple but powerful process for anyone in the business of selling complex products or expensive solutions to corporations and government entities. Incorporating real-life examples, he discusses nine topics that teach salespeople to become A-players and help them close multi-million dollar, enterprise-wide deals. From setting goals to understanding prospecting to negotiating the sale, Complex Sales Playbook presents a host of lessons and techniques to help sales executives reach their full financial potential.If you do not know the companya#39;s high-level areas of pain, and the technocrats want to score your features, ita#39;s usually against a competitiona#39;s features they have already explored! ... You need to find out if there is a budget, established project, and a timeline to purchase. ... I probably use 15 percent of what Excel has to offer , but I am willing to pay for it because it makes me productive in what I have to do.
|Title||:||Complex Sales Playbook: A Psycho-Scientific Process for Closing Big Deals|
|Author||:||Stephen Doon Foley|
|Publisher||:||Lulu.com - 2014-02|