Hope Is Not a Strategy by Rick Page Summary
Overview of Hope Is Not a Strategy
In "Hope Is Not a Strategy," Rick Page reveals the complex science behind enterprise sales. Discover why Fortune 500 sales leaders consider this their secret weapon - a tactical blueprint that transforms wishful thinking into methodical deal-closing mastery.
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Principais Lições
The Complex Sale: Where Hope Alone Won't Cut It
In today's high-stakes business environment, a shocking 60% of forecasted sales never materialize. This isn't just a statistic - it's a wake-up call that traditional selling approaches no longer work in complex B2B environments. The modern enterprise sale has transformed into what might be called a treacherous canyon rather than a predictable funnel. Products become commoditized at lightning speed, customers have unprecedented access to information, and buying decisions now involve committees with conflicting agendas rather than individual decision-makers. Warning signs of a sale spiraling out of control are everywhere: unreturned calls, mysterious new stakeholders appearing mid-process, and requirements that suddenly shift to favor competitors. Perhaps most troubling is the "dead and don't know it" phenomenon - where salespeople continue investing time and resources in opportunities they've already lost because customers deliberately keep them in the dark. Why? Sometimes for documentation purposes, sometimes to maintain pricing leverage, and sometimes because no one wants to deliver bad news. The modern salesperson must function as the CEO of a virtual corporation, leading teams of specialists selling to buying committees of 20 or more. What begins as a logical evaluation inevitably transforms into what Page calls the decision-making "crucible" - where processes melt down politically and pressure builds toward potential explosion. Despite committees' hopes for happy consensus, stakeholders typically divide between different vendors or maintaining the status quo.
The Evolution and Strategic Framework of Modern Selling
Strategic Battlefield Selection and Competitive Approaches
Timing and Priority Management in Complex Sales
Executive Engagement and Communication Strategies
Building Transformational Partnerships
Beyond Hope: Strategic Discipline and Execution
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Criado por ex-alunos da Universidade de Columbia em San Francisco
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"I never knew where to start with nonfiction—BeFreed’s book lists turned into podcasts gave me a clear path."
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"Reading used to feel like a chore. Now it’s just part of my lifestyle."
"Feels effortless compared to reading. I’ve finished 6 books this month already."
"BeFreed turned my guilty doomscrolling into something that feels productive and inspiring."
"BeFreed turned my commute into learning time. 20-min podcasts are perfect for finishing books I never had time for."
"BeFreed replaced my podcast queue. Imagine Spotify for books — that’s it. 🙌"
"It is great for me to learn something from the book without reading it."
"The themed book list podcasts help me connect ideas across authors—like a guided audio journey."
"Makes me feel smarter every time before going to work"
Criado por ex-alunos da Universidade de Columbia em San Francisco
"Instead of endless scrolling, I just hit play on BeFreed. It saves me so much time."
"I never knew where to start with nonfiction—BeFreed’s book lists turned into podcasts gave me a clear path."
"Perfect balance between learning and entertainment. Finished ‘Thinking, Fast and Slow’ on my commute this week."
"Crazy how much I learned while walking the dog. BeFreed = small habits → big gains."
"Reading used to feel like a chore. Now it’s just part of my lifestyle."
"Feels effortless compared to reading. I’ve finished 6 books this month already."
"BeFreed turned my guilty doomscrolling into something that feels productive and inspiring."
"BeFreed turned my commute into learning time. 20-min podcasts are perfect for finishing books I never had time for."
"BeFreed replaced my podcast queue. Imagine Spotify for books — that’s it. 🙌"
"It is great for me to learn something from the book without reading it."
"The themed book list podcasts help me connect ideas across authors—like a guided audio journey."
"Makes me feel smarter every time before going to work"
"Instead of endless scrolling, I just hit play on BeFreed. It saves me so much time."
"I never knew where to start with nonfiction—BeFreed’s book lists turned into podcasts gave me a clear path."
"Perfect balance between learning and entertainment. Finished ‘Thinking, Fast and Slow’ on my commute this week."
"Crazy how much I learned while walking the dog. BeFreed = small habits → big gains."
"Reading used to feel like a chore. Now it’s just part of my lifestyle."
"Feels effortless compared to reading. I’ve finished 6 books this month already."
"BeFreed turned my guilty doomscrolling into something that feels productive and inspiring."
"BeFreed turned my commute into learning time. 20-min podcasts are perfect for finishing books I never had time for."
"BeFreed replaced my podcast queue. Imagine Spotify for books — that’s it. 🙌"
"It is great for me to learn something from the book without reading it."
"The themed book list podcasts help me connect ideas across authors—like a guided audio journey."
"Makes me feel smarter every time before going to work"
"Instead of endless scrolling, I just hit play on BeFreed. It saves me so much time."
"I never knew where to start with nonfiction—BeFreed’s book lists turned into podcasts gave me a clear path."
"Perfect balance between learning and entertainment. Finished ‘Thinking, Fast and Slow’ on my commute this week."
"Crazy how much I learned while walking the dog. BeFreed = small habits → big gains."
"Reading used to feel like a chore. Now it’s just part of my lifestyle."
"Feels effortless compared to reading. I’ve finished 6 books this month already."
"BeFreed turned my guilty doomscrolling into something that feels productive and inspiring."
"BeFreed turned my commute into learning time. 20-min podcasts are perfect for finishing books I never had time for."
"BeFreed replaced my podcast queue. Imagine Spotify for books — that’s it. 🙌"
"It is great for me to learn something from the book without reading it."
"The themed book list podcasts help me connect ideas across authors—like a guided audio journey."
"Makes me feel smarter every time before going to work"
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