Target Opportunity Selling: Top Sales Performers Reveal What Really Works

Praise for

Target Opportunity Selling

“Nic Read’s book reminds us that large, complex sales are different in kind from transactional sales and therefore require a different approach. An interesting concept at the core of this book is of a ‘looping’ process, in which the sales opportunity changes as the relationship with the customer develops. These opportunities can take months or years to land, so his insight into the longitudinal progression of a complex sale is a welcome addition.”

—Professor Lynette Ryals, Professor of Strategic Sales and Account Management, Director of the KAM Best Practice Research Club, Pro Vice Chancellor, Cranfield School of Management

“As curriculum head of a leading university’s sales center, I am constantly scanning ...