Winning a sale doesn’t happen by accident. Selling requires thoughtful preparation and flawless execution. Because no two sales opportunities are exactly the same, a seller must develop a sales strategy for each opportunity that’s as unique as the opportunity itself.
Premeditated Selling: Developing the Right Strategy for Every Opportunity provides a scalable five-step process and tools for managing complex sales. The authors also explore strategic elements that exist in every major sales opportunity and use case studies to show best (and worst) practices in action. The end result is a book that gives readers a solid foundation for developing effective opportunity strategies.
This book is easy to read and provides actionable tools for anyone in complex sales. The multiple case studies bring their concepts and advice to life. This book will be required reading in our advanced sales training program.
Leo J. Tilley
Director, Global Performance & Learning
Kimberly-Clark Health Care
There are plenty of books on sales strategy but very few that are as useful as this one. I greatly respect Steve and Kevin’s contribution.
Executive Professor of Professional Selling
University of Cincinnati
Author of the classic SPIN Selling
Getting strategy right matters. Premeditated Selling provides a practical how-to approach for mastering that challenge. A must-read for account executives and sales managers.
Richard Ruff, PhD
I think I have read nearly every book written on selling strategically and opportunity planning, but Premeditated Selling contains an opportunity planning process that my sales team can actually implement.
Robert Di Silvio
Senior Vice President and President