Selling Complex Solutions
If you sell to B2B buying committees with diverse needs or what you sell is perceived to be complex and expensive, or if you engage in long sell cycles, then Selling Complex Solutions is for you.
Buying Committees Choose 1st Seller Adding Value & Insight
Selling Complex Solutions
Buying Committees Average 5.8 Buyers
The MHI Sales Best Practices Study found that salespeople engaged in B2B selling must now sell to buying committees with an average of 5.8 buyers. They also found that sellers are confronted with an environment of “rising buyer expectations,” where buyers look to sellers who can provide them with insight. This is a key characteristic of today’s complex sale
The complex sale is also characterized by lengthy sales cycles requiring many steps, involves the sale of multiple products and services, a large price tag, and may require integration of partners.
Adding Insight is Key
“74% of Buyers Choose the Seller First to Add Value & Insight
Skill is the Ability to Execute in Challenging Situations
Identify High Probability Opportunities.
Initiate opportunities through proven prospecting/lead generation activities.
Pursue by developing the complex needs of all key buyers involved.
Learn how to build an Impact Tree™ , then when and how to use it at key junctures of the sales cycle.
Qualify the buyers to ensure are “Above the Power Line”.
Learn how to define, manage, qualify, control and close the sell cycle.
Areas of Focus
Assessment of the opportunity to determine if you can win. Assessment addresses critical qualification questions, including alignment of your solutions with buyer needs, qualification of the opportunity, competitive assessment, and whether the buyer’s decision-making processes favor you or not.
Identifying the roles of key buyers, their preference (or lack of) toward you and your solutions, and identification of the means to improve their preference toward you.
Determination of the Strategy and approach you should follow to improve your probability of winning.
Identification of the Tactical Actions the sales team should take to execute your strategy.
How to manage resources throughout the sell cycle so that the right people are available to assist the sales person when needed.
Our Major Deal Size Increased Twenty-fold!
Before Selling Complex Solutions, we considered a major deal to be about $1M. A year later one region in one quarter closed four $10M deals, two $20M deals, and one $60M deal.
Don O’Brien, SVP of Sales
Ready to get started?
Get in touch for even greater success