Rating: 
Summary: This book is a waste of money
Review: make this your outline for success and You will do great. Rick's book hits on all points. A must read for the sales pro.
Rating: 
Summary: IF YOU ARE IN SALES (COMPLEX) YOU MUST READ THIS
Review: make this your outline for success and You will do great. Rick's book hits on all points. A must read for the sales pro.
Rating:
Summary: Extremely Valuable Resource
Review: Not to blast anyone, but either the last reviewer is some sort of competitor to Mr. Page, or is an extremely disgruntled software rep that just missed his quota by a wide margin.First of all, let me say that I am not a salesman, but I am responsible for the strategic deployment of my company's sales force (software). I found that "Hope is Not a Strategy" provides extremely useful frameworks for how to match up sales reps with accounts. I have shown many of my associates the concepts discussed in the book and we are incorporating them into our planning processes. While the book is not perfect (there are some glaring editing errors and yes, the graphics could use a bit more polish), I still have it on my office bookshelf between my copy of Crossing the Chasm, The Tipping Point, and Michael Porter's Competitive Strategy. I only wish the book came with a CD of PowerPoint slides from the book. I am finding that most of our sales execs are either 1) Panicking and/or 2) Sticking their heads in the sand until the market "comes back." Now that we have missed 6 of 8 quarters, those executives who will survive the shakeout are the ones who are starting to ask the right questions. There are a few pages that I have dog-eared from "Hope . ." that I am constantly photographing and bringing to meetings. You know it is effective when a salesman shuts up long enough to say "hmm . . this make sense. We should do this!" In today's beaten up software market, what separates the men from the dotcoms will come down to who masters the relationship with the decision makers. "Hope is not a Strategy" provides the foundation to execute on those relationships. I recommend this book to any Account Manager, Business developer or Strategic planner.
Rating:
Summary: Praise from another author
Review: Rick Page understands complex selling. His track record, the success of his company, his large number of followers and now this book bear that out. We brought Rick into Datalogix International back in the early '90s. His solid concepts, great examples, insights and engaging presence all contributed to the sales success we had during those years. Now all that is finally encapsulated in this long overdue book. Rick's explanations of political forces that determine the progress and outcome of a sales campaign is classic. Worth the price of the book alone. This book needs to be on every sales professional's bookshelf. Dave Stein, author of How Winners Sell
Rating:
Summary: Praise from another author
Review: Rick Page understands complex selling. His track record, the success of his company, his large number of followers and now this book bear that out. We brought Rick into Datalogix International back in the early '90s. His solid concepts, great examples, insights and engaging presence all contributed to the sales success we had during those years. Now all that is finally encapsulated in this long overdue book. Rick's explanations of political forces that determine the progress and outcome of a sales campaign is classic. Worth the price of the book alone. This book needs to be on every sales professional's bookshelf. Dave Stein, author of How Winners Sell
Rating:
Summary: Selling to Power
Review: Rick's methodology in Hope is not a Strategy is the most complete collection of sales clarity I have read. In a complex selling environment, the most valuable asset a salesperson has is his/her time. Qualifying correctly can continually keep you on the path to realizing true revenue potential. Ricks' methodology for qualifying as well as selling to power has increased my region's revenues and profits by 70% since we started following his methodology. This is a book worth much more than the suggested retail price. It can literally change your success rate over night. Thanks for sharing your wisdom Rick! Steve Hicks
Rating:
Summary: Selling to Power
Review: Rick's methodology in Hope is not a Strategy is the most complete collection of sales clarity I have read. In a complex selling environment, the most valuable asset a salesperson has is his/her time. Qualifying correctly can continually keep you on the path to realizing true revenue potential. Ricks' methodology for qualifying as well as selling to power has increased my region's revenues and profits by 70% since we started following his methodology. This is a book worth much more than the suggested retail price. It can literally change your success rate over night. Thanks for sharing your wisdom Rick! Steve Hicks
Rating:
Summary: Absolute "must read" for anyone selling in today's global ec
Review: This book has a wealth of insight and experience related to selling in today's complex environment. It helps you revisit the basics and exposes you to new sales tactics along the way. I strongly recomend a read for anyone involved in team selling. It makes sense and is insightful and gives you guidance that you can deploy almost immediately.
Rating:
Summary: High impact performance!
Review: This book is a practical guide to understanding the criticality of strategic planning to win large, complex sales. It adds elements which other methodologies do not address (ie, the political/competitive aspect) The author incorporates real life stories for relevance and adds humor to the content as well! This is written by the founder of the Complex Sale who has had a high impact on the sales performance of many high tech firms adding credibility to the content. I was formerly responsible for Worldwide sales training at Oracle, and The Complex Sale staff and methodology contributed to the bottom line! HIGHLY RECOMMENDED!!
Rating: 
Summary: Excellent Practical Examples
Review: This book is about sales strategy and techniques in complex sales situation. It contains many examples of author¡¦s real experience. These examples is the best element in the book. They illustrate the author¡¦s ideas/concepts perfectly. Practical, Concise, Easy to Understand. It is better to read than amateur work of consultants, professors. This book preaches on long-term, win-win relationship with customers. Not those type of ¡§hit-and-run¡¨ sales. There isn¡¦t really breakthrough ideas/concepts. It is more a combination of conventional ideas/concepts, which are still relevant in today¡¦s complex sales situations. Having said that, there are charts and contents useful for personal reminders and internal training. Rick Page tried to create analogy between some sales concepts and warfare. But some of such analogies are not easy to understand.
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