PDF Download , by Brian Burns
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, by Brian Burns
PDF Download , by Brian Burns
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Product details
File Size: 128 KB
Print Length: 28 pages
Publisher: TMO University Publishing. LLC (January 11, 2012)
Publication Date: January 11, 2012
Sold by: Amazon Digital Services LLC
Language: English
ASIN: B006WQ6X5M
Text-to-Speech:
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Amazon Best Sellers Rank:
#122,821 Paid in Kindle Store (See Top 100 Paid in Kindle Store)
The Cardinal Sin in competing for very large, complex sales opportunities is coming in a close second. Those who compete aggressively in these tempting opportunities, and yet lose, spend the same heavy-duty resources as those who win. To understand why a major campaign has been lost, I highly recommend buying Brian Burns book on this vital subject. The reader will readily discover the answer. On the other hand, if winning a current large, complex opportunity is up for grabs and yours to win, you can improve your chances of winning greatly by reading and applying the concepts in Burns' book.
I enjoy listening to Brian's podcast. He has a clear and to the point style. This is a short book focussed on the processes (or lack of) companies follow when making complex buying decisions. It is backed up by research rather than one person's experience. It is concise, has a few very useful insights and is well priced so I'd definitely recommend spending an hour or two reading it.
Short, very informative and highly valuable.
This is a great book full of valuable insights and direct information that can help sales people navigate the complex sale with knowledge of how large companies buy products.
Excellent !!!!
You can tell this was written by someone who gets it, not a poser who pretends to have this experience.
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