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The Maverick Selling Method: Simplifying The Complex Sale [Anglais] [Broché]

Brian Burns

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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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Commentaires client les plus utiles sur (beta) 4.5 étoiles sur 5  20 commentaires
11 internautes sur 11 ont trouvé ce commentaire utile 
5.0 étoiles sur 5 Tremendous resource for enterprise sales 31 mars 2009
Par Michael Cohen - Publié sur
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.
4 internautes sur 4 ont trouvé ce commentaire utile 
5.0 étoiles sur 5 An actionable roadmap for the complex sale 16 avril 2009
Par Matthew Bixler - Publié sur
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.
4 internautes sur 4 ont trouvé ce commentaire utile 
5.0 étoiles sur 5 Finally, a book for the experienced sales professional 2 avril 2009
Par J. Croghan - Publié sur
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!
3 internautes sur 3 ont trouvé ce commentaire utile 
5.0 étoiles sur 5 Excellent resource for sales pros with some experience 13 août 2010
Par The Marketing Guy Who Drives Sales -r - Publié sur
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)."
3 internautes sur 3 ont trouvé ce commentaire utile 
4.0 étoiles sur 5 Take it to the next level 6 mai 2009
Par Stephanie Basil - Publié sur
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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