Tag Archives: complex sales

Navigating the byzantine world of the complex sale

Relying on relationship selling alone for success will not carry the day when you are engaged in a complex sale. You must be business-savvy, possess superior sales skills, know the customer’s business and have the institutional awareness and political acumen to leverage and orchestrate internal company resources. You must be a trusted advisor who can provide insights that make a difference versus a product facilitator who simply has a solution to sell. Continue reading

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Winning complex sales – fundamentals are more important than ever

There are performance fundamentals required for winning the complex sale, ranging from core performance skills like: asking questions and active listening – to competencies like: identifying and qualifying leads.

In this post we examine why the fundamentals are more important than ever and put a spotlight on three high payoff areas that warrant increased emphasis.
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Winning complex sales – defining fundamentals

A complex sale is not just a big little sale. It is qualitatively different. The buying process is more complex, the sales cycle is longer, and the consequences of winning and losing are more significant.

Correspondingly, the performance requirement is broader and deeper. Today, successfully navigating the buying process in a complex sale requires account executives to know more and know it at a higher level of proficiency than ever before.

What does it take to get it right? When answering that question it is always a good idea to start with the fundamentals – those things that absolutely positively must mastered.
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