Business to business selling has never been easy. In difficult economic times, the ability to sell strategically becomes much more important. The difference between the companies that win or lose are the ones that can sell and mange their customer base the best.
“Hope Is Not A Strategy” is a must-read if you’re in the business of selling complex products or services to complex organizations. If you have ever lost a deal and wondered why, you may find the answers here. If you want to feel confident in winning tomorrow’s deal, start with this book.