Tag Archives: selling fundamentals

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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Posted in Sales Best Practices, Sales Call Execution, Sales Training, Sales Training Best Practices, Uncategorized | Tagged , , , ,

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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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Posted in Sales Best Practices, Sales Call Execution, Sales Training, Sales Training Best Practices, Uncategorized | Tagged , , , , ,

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