The Maverick Selling Method: Simplifying The Complex Sale - Softcover

Burns, Brian

Softcover

ISBN 10: 1441503501 ISBN 13: 9781441503503

Publisher: Xlibris, 2009

Synopsis

This book is the most up to date and detailed description of how to win the complex sale. The complex sale has to do with business to business selling, where the dollar amounts are high, there are several people involved in the decision and it is very competitive.

The Maverick Method is a powerful and unique selling method that provides the complete picture of how complex sales work. The Method has been researched, developed and practiced over a twenty-year period. We have studied and modeled over one hundred of the most successful salespeople. Unlike other selling methods the Maverick Method has been proven by salespeople on the front-lines of the most difficult selling environments imaginable. The Mavericks that we have modeled have been able to create new markets, dominate their market segments and marginalize their competitors.

Unlike approaches like Challenger Sale, Spin Selling, Strategic Selling or Solution Selling this book shows you how the complex sale works and how to guide your prospect through the decision process. This book is based off both field research as well personal experience.

About this title

About the Author

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.

Review

"Most Sales books focus just on What to Say, this book focuses on What to Do and more importantly Why to Do It. I have been selling Seven-Figure Deals for Twenty-Years and I learned a great deal from this book."  - Craig Allen - Major Account Manager   

"If you have been selling for 5 years or more there no books to help you build your skills. This book fills the gap by showing how the best B2B salespeople sell." - Jennifer Campbell, Software Sales Specialist.    

"While presentation skills and interpersonal skills are important they do not win the complex sale. The Maverick Selling Method shows how the complex deal is different and how to win it." -  Ravi Gupta, VP of Business Development

Edition details

• Publisher: Xlibris
• Publication date: 2009
• Language: English
• ISBN 10: 1441503501
• ISBN 13: 9781441503503
• Binding: Paperback
• Number of pages: 148