While we usually only think of larger sized deals as “complex” sales, right now even the smallest purchases are going up to the CFO or senior management for approval, so in that sense all sales are “committee-buy”, complex deals.
Regardless of your deal size, here is what your reps should be doing to increase the chances they close a high percentage of the deals in their pipeline.
1. Learn the buying process and participants (stakeholders, influencers, financial authorities, decision makers, veto, etc.)
2. Sell to *all* participants in the process and manage each relationship separately
3. Develop detailed account plans for all key accounts including profiles of the process, participants, strategies, schedule, risks and mitigation.
These are the basics…maybe you don’t need all of this detail. The point is that your reps need to be prepared. If your reps are not doing these 3 things, set the expectation that this has to be in place before they can get any of your time and company resources.
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