Hope Is Not a Strategy

Hope Is Not a Strategy (2003) offers a strategic framework for handling complex sales, emphasizing that success depends on more than just closing skills. It outlines a six-step process for identifying prospects’ needs, qualifying opportunities, and building competitive advantages, all aimed at increasing sales effectiveness.

• Sales professionals managing complex, high-stakes deals with multiple stakeholders
• Account managers seeking to build long-term client relationships
• Business leaders aiming to improve their team’s sales strategy

Rick Page is a sales consultant and founder of The Complex Sale, a global sales consulting firm. He’s a recognized authority on complex sales, having trained over 35,000 sales professionals in more than 50 countries. Page is also known for Make Winning a Habit, which also offers key insights into effective sales management and strategies.