The Coalition Sale

ISBN-13: 9783565196791 / Angielski / Miękka / 240 str.

Selene Rothwell

Opis

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.

In enterprise sales, you're not selling to a company-you're navigating a coalition of competing interests who must all agree to take a risk together.