Selling Strategies: Position More Effectively, Control Opportunities, and Improve Competitive Outcomes
Every sales strategy succeeds or fails before execution begins.
The deciding factor is not how confidently the plan is carried out.
It is whether the opportunity was diagnosed correctly in the first place.
Many sales professionals know how to execute a plan.
Far fewer know how to evaluate the competitive environment, stakeholder dynamics, organizational pressures, and changing buyer conditions well enough to determine what the opportunity actually requires.
Selling Strategies was written to develop that capability.
Instead of presenting strategic models detached from real opportunities, this book places you inside a live enterprise sales pursuit where every decision builds upon the last. You'll experience complex selling exactly as it unfolds in the field, observe competitive conditions change as the opportunity develops, diagnose strategic errors before their consequences become visible, and learn the governing principles experienced professionals use to determine not only what action to take, but why it belongs in that specific situation.
Rather than simply learning strategic models, you'll learn how experienced professionals build strategy from accurate diagnosis.
Every chapter follows the same enterprise opportunity from the initial competitive assessment through stakeholder alignment, positioning, negotiation, and final outcome, allowing you to see how strategic decisions influence every stage of the sales process.
Built around the P.O.S.I.T.I.O.N. Framework, this book provides a practical operating system for diagnosing competitive situations before determining the strategy that should guide each conversation, recommendation, and decision. Rather than relying on assumptions, experience alone, or reactive planning, you'll learn a disciplined methodology that aligns strategic action with the realities of each opportunity.
Inside you'll learn how to:- Diagnose competitive situations before building a sales strategy.
- Identify the conditions that determine which strategic approach is most likely to succeed.
- Recognize hidden risks before they derail an opportunity.
- Evaluate stakeholder influence and organizational dynamics with greater accuracy.
- Build strategic plans that adapt as buyer conditions evolve.
- Replace reactive selling with disciplined strategic decision-making.
- Apply a repeatable methodology for improving strategic consistency across complex enterprise opportunities.
Whether you're pursuing enterprise opportunities, leading strategic accounts, coaching sales professionals, or developing a repeatable sales methodology, Selling Strategies provides a practical framework you can immediately apply to real customer opportunities.
More importantly, it allows you to observe an entire enterprise pursuit from beginning to end, revealing how disciplined strategic thinking shapes the decisions that determine whether opportunities are won, delayed, or quietly lost.
Because successful sales strategies are not created by experience alone.
They are built on accurate diagnosis before execution ever begins.
Customer Reviews
ThriftBooks ® and the ThriftBooks ® logo are registered trademarks of Thrift Books Global, LLC
