by Bud Suse · CreateSpace Independent Publishing Platform · tapa blanda · ISBN 9781466269064
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«Closing the Whales» is Bud Suse's sales manual, published by CreateSpace Independent Publishing Platform in paperback (124 pages, in English).
Bud Suse, drawing on his experience as a salesperson and sales manager, explains how complex commercial deals are won. The book focuses on the next right step, building trust with the customer, and anticipating negotiation; it proposes shortening sales cycles, forecasting major agreements, and achieving differentiation.
The cover includes the subtitle 'The Anatomy of Major Deals: A Proven Process for Complex, High Tech Sales Campaigns'. Published in 2012.
Aimed at sales professionals and commercial teams working with complex or high-tech operations.
