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The Maverick Selling Method: Simplifying The Complex Sale (Anglais) Broché – 23 février 2009

3.0 étoiles sur 5 1 commentaire client

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Biographie de l'auteur

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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Format: Relié Achat vérifié
Concrètement, c'est assez pauvre en contenu, et terriblement redondant.
Les quelques conseils qui font le cœur du bouquin ne sont pas bêtes, mais ne vous concernent que si :
- vous commercialisez des produits au prix très élevé ;
- vous êtes en situation de faire ami-ami avec vos clients pour bonifier vos relations professionnelles.
Au final on peut trouver des idées utiles dans ce livre, mais il ne révolutionne rien.
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Commentaires client les plus utiles sur Amazon.com (beta)

Amazon.com: HASH(0x9027209c) étoiles sur 5 27 commentaires
12 internautes sur 13 ont trouvé ce commentaire utile 
HASH(0x901198c4) étoiles sur 5 Tremendous resource for enterprise sales 31 mars 2009
Par Michael Cohen - Publié sur Amazon.com
Format: Broché
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 
HASH(0x90123f30) étoiles sur 5 An actionable roadmap for the complex sale 16 avril 2009
Par Matthew Bixler - Publié sur Amazon.com
Format: Broché
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.
3 internautes sur 3 ont trouvé ce commentaire utile 
HASH(0x900234e0) étoiles sur 5 A Must-Read for Those Involved With The Complex Sale 1 juin 2013
Par JasonP - Publié sur Amazon.com
Format: Format Kindle
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.

Also, check out Brian's YouTube videos - do a search on Maverick Method Sales. He has dozens of helpful videos that address sections of the book in helpful (and many times, entertaining) 2 minute snippets.

Highly Recommended!
3 internautes sur 3 ont trouvé ce commentaire utile 
HASH(0x9002369c) étoiles sur 5 Excellent resource for sales pros with some experience 13 août 2010
Par The Marketing Guy Who Drives Sales -r - Publié sur Amazon.com
Format: Broché
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 
HASH(0x90118e70) étoiles sur 5 Actionable and Innovative 1 avril 2009
Par R. Daly - Publié sur Amazon.com
Format: Broché
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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