Complex Selling: From Contact to Delivery($29.99Value)

Description

Complex Selling: Mastering Large, Complex Industrial Sales is for B2B sellers navigating long-cycle pursuits where priorities shift, stakeholders multiply, procurement tightens the screws, and the “best solution” doesn’t always win. Follow Blake Donovan and his capture team through one complete pursuit, from first conversation to discovery, qualification, proposal, down-select, negotiation, award, and delivery. Navigating competing agendas. Internal politics. Make-or-break moments anyone selling in this market will recognize; you know, in large, complex industrial sales, second place pays nothing. After each story chapter, Coach’s Corner breaks down what’s really happening and gives you practical tools you can apply immediately. Alan Prowse has led pursuit and capture teams, coached sellers through multi-year cycles, and mentored high-performing teams in frontline and sales leadership roles. He is also the author of Selling to AI-Enabled Buyers . Inside, you’ll learn how to: Build account strategy that survives changing priorities - Qualify real deals (and when to walk away) - Map influence, manage blockers, and rally champions - Create executive-level value and a defensible business case - Run a disciplined pursuit from first contact through delivery You’ll also learn where AI fits across the sales cycle, speeding up research, discovery, messaging, follow-up, value modeling, proposal development, and negotiation planning, without replacing the human skills that close complex deals: trust, judgment, and leadership. If you’re ready to stop guessing and start running a repeatable pursuit discipline, Complex Selling is your field guide.