The Call From Tom: A B2B Strategic Selling Guide

Name: The Call From Tom: A B2B Strategic Selling Guide
Brand: Independently Published
SKU: 9798245036281
Price: 1839.0 INR
Availability: InStock

by Marc Robichaud

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ISBN13: 9798245036281
Binding: Paperback
Subject: N/A
Publisher: Independently Published
Publisher Imprint: Independently Published
Publication Date: March 31, 2026
Pages: 224
Original Price: GBP 16.22
Language: English
Edition: N/A
Item Weight: 304 grams
BISAC Subject(s): Negotiating

About The Book

This book is about Business-to-Business (B2B) enterprise-level selling. It's a guide to help you with large opportunities with complex buying decisions that rely on formal procurement processes. These are "big-ticket" sales that involve multiple stakeholders, long sales cycles, and high expectations around professionalism and value delivery.
The perspective and lessons in this book are grounded in more than 30 years of real-world experience selling to large corporations across multiple industries. The ideas shared here were shaped in boardrooms, plant floors, procurement meetings, and quarterly business reviews, not in theory, but in practice.
This book goes beyond how to win the initial sale. In enterprise selling, identifying opportunities and closing the deal is only the beginning. Long-term success comes from delivering on your promises, earning trust, and growing the relationship over time. As a result, the book covers the entire sales lifecycle: smart prospecting, getting in the door, discovery, positioning value, negotiating, account management, and ultimately winning repeat business by becoming a trusted and valued supplier.

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