About this source
A comprehensive B2B sales methodology that replaces manipulation with a structured, process-driven approach to complex enterprise sales. The book introduces the concept of Win-Win selling and a six-element framework for navigating multi-stakeholder purchasing decisions in large organizations.
Frameworks extracted
11 totalSTRweeks
Proactive Competition Strategy
Win by focusing on customer discrepancies, not on what your competitor is doing
PRODdays
Action Plan Process
Convert strategy into four to five precise pre-call actions that make the next meeting count
MINDongoing
Win-Win Selling Philosophy
Close only business where both sides win—or lose both the deal and your reputation long-term
STRweeks
Coach Development System
Find the insider who wants you to win and build a guidance network around them
PRODmonths
The Sales Funnel System
Track every deal at the right level and prevent feast-or-famine income cycles
STRweeks
Ideal Customer Profile
Define the exact customer you can best serve so you stop wasting time on the rest
STRdays
Red Flags and Leverage from Strength
Make every problem visible and exploit every asset—before the competitor does
STRweeks
Win-Results Framework
Every buyer has a personal Win that sits behind the business Result they negotiate for
STRweeks
Response Mode Framework
Sell only to buyers who perceive a gap—and create the gap for those who don't
STRweeks
The Four Buying Influences
Map every person who can derail or advance your sale into one of four decisive roles
STRmonths
The Six Key Elements of Strategic Selling
A complete system for winning complex B2B sales through process, not persuasion