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The Coalition Sale

The Coalition Sale

Por Rothwell, Selene

Publicado por epubli

English 2026 ISBN 9783565196814
eBook

Sobre este livro

Most B2B professionals treat contract signing as the finish line. This book explores how that mindset kills enterprise relationships and reveals organizational complexity that transforms sales strategy. It examines what actually happens inside large organizations during solution evaluation—the political dynamics, risk perceptions, and competing priorities that shape decisions far more than features or pricing. Through strategic analysis of stakeholder networks, buying committees, and implementation fears, it reveals how enterprise sales require fundamentally different approaches than transactional selling. The book reframes enterprise sales as navigating organizational systems rather than persuading individual buyers. It explores how successful salespeople map internal politics, manage competing agendas, and build coalitions across departments. It examines the difference between vendors who become strategic partners versus those who remain disposable suppliers. For sales professionals working with large organizations, this book offers insight into the patterns beneath complex buying processes. It's not about longer pitches or bigger proposals—it's about understanding how decisions actually get made once multiple stakeholders, budgets, and timelines collide.

Disponibilidade

The Coalition Sale está disponível como eBook em 8 livrarias online. Entre as livrarias que o vendem estão Bajalibros Argentina, Bajalibros Latam, Bookshop Uruguay.

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Em quais formatos The Coalition Sale está disponível?
The Coalition Sale está disponível como eBook em 8 livrarias online.
Onde posso comprar The Coalition Sale?
Você pode comprar The Coalition Sale em Bajalibros Argentina, Bajalibros Latam, Bookshop Uruguay. Compare todas as opções na lista desta página.

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