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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.

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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

In this type of sale, the seller must provide buyers with insight.  In fact, in The Evolving Journey of the B2B Buyer it was reported that “74% of buyers choose the sales rep that was first to add value and insight.”
We help sellers provide key differentiating insights to the members of the committee as a whole.  The seller can accomplish this by showing the buying committee how the business issue of one buyer has a negative impact on another, which in turn causes them to experience their own, unique, business issue.  The seller can then show their buyers committee how their issues culminate by impacting their entire operation,.  In fact, we call this an Impact Tree™, and example is shown below.

Skills

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.

Opportunity Management

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

Online Training

Our online training courses offer many benefits.  You can learn up to 5X more, achieve higher retention, and learn at your own pace.

Instructor Lead Training

Our courses can also be provided in a "blended" fashion, which combines online with instructor-lead training, or instructor-lead workshops.

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