In 'Hope Is Not A Strategy, The 6 Keys to Winning the Complex Sale', Rick Page outlines the R.A.D.A.R. process he developed to help sales teams manage a portfolio of sales opportunities. Page presents his R.A.D.A.R. Sales process as: R.eading A.ccounts and D.eploying A.ppropriate R.esources™.
Page's first principle of strategy. 'You must pick the battles you can win, then win the battles you pick.'
Page outlines 6 keys to winning a complex sale:
Page's first principle of strategy. 'You must pick the battles you can win, then win the battles you pick.'
Page outlines 6 keys to winning a complex sale:
| Challenges | R.A.D.A.R. Process | |
| Value. | 1. Link solutions to Pain (or Gain) | |
| Resource Allocation. | 2. Qualify the Prospect | |
| Competition. | 3. Build Competitive Preference | |
| Strategy. | 4. Determine the Decision-Making Process | |
| Politics. | 5. Sell To Power | |
| Teamwork. | 6 Communicate the Strategic Plan |
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