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Stop selling and start creating an ecosystem of value. While most sales books cover basic techniques, Sales Unraveled moves beyond the transaction to provide a comprehensive, practice-oriented framework for B2B success. Authored by a seasoned professional in the IT sector, this book is an indispensable guide for professionals, entrepreneurs, and leaders who treat sales as the lifeblood of their business.
Sales Unraveled blends the Science of Sales (data, structured process, forecasting, commercial models) with the Art of Sales (psychology, persuasion, stakeholder empathy). You will learn how to: map out the specific priorities of C-Level executives (CEO, CFO, CTO), manage complex negotiations, and structure profitable incentive programs for your team. Most uniquely, the book provides real-world checklists and compliance guides for managing distributors, tenders, and navigating the complexities of large enterprise contracts. Unlock sustainable, predictable, and scalable sales growth by mastering the full ecosystemfrom pipeline strategy to legal and financial execution.
Sales Unraveled blends the Science of Sales (data, structured process, forecasting, commercial models) with the Art of Sales (psychology, persuasion, stakeholder empathy). You will learn how to: map out the specific priorities of C-Level executives (CEO, CFO, CTO), manage complex negotiations, and structure profitable incentive programs for your team. Most uniquely, the book provides real-world checklists and compliance guides for managing distributors, tenders, and navigating the complexities of large enterprise contracts. Unlock sustainable, predictable, and scalable sales growth by mastering the full ecosystemfrom pipeline strategy to legal and financial execution.
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