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Shane Gibson Keynote Speaker | Social Selling | Sales Trainer | Social Media Strategy

Posts Categorized / Managing Complex Selling Relationships Blog

  • Jul 14 / 2008
  • Comments Off on Complex Sales Training Podcast Part 3
* Sales Podcast, iPhone Podcasts, Managing Complex Selling Relationships Blog, Sales Training

Complex Sales Training Podcast Part 3

Today’s sales podcast is Part 3 of 3 of the Complex Sales Training Podcast Series.  This series is based upon Knowledge Brokers International’s Managing Complex Business Relationships Program(PDF Link).  A three day intensive complex sales and business relationship development training program and system for key account and enterprise sales people.

Trust Building model for business relationships and the Complex SaleThe focus of the Complex Sales Training Podcast part 3 is on measuring and progressing our level of relationship development with our key accounts and understanding how that impacts our success in navigating large, complex and long sales cycle deals.

This program is now formatted and compatible for your iPhone!

  • Jul 09 / 2008
  • Comments Off on Complex Sales Training Podcast Part 2
* Sales Podcast, iPhone Podcasts, Managing Complex Selling Relationships Blog

Complex Sales Training Podcast Part 2

The Complex Sales Training Podcast series part 2 is focused on understanding the motivations and strategic situations and circumstances that affect how the Power Players or major stakeholders in your target companies make decisions (or won’t make decisions).

Complex sales is about 90% preparation and 10% perspiration. It’s not just about a pitch in the boardroom, complex sales people, or simply put people who are masters at closing bigger deals strategically map out their process and the battle field (so to speak).

Please have a listen to my podcast and post any comments or questions so I can address them in Part 3 of the Complex Sales Podcast Series.

Complex Sales Decision Making Levels

Complex Sales Training Podcast by Shane Gibson – Copyright 1999-2008 Knowledge Brokers International Ltd.

  • Jul 04 / 2008
  • 1
* Sales Podcast, iPhone Podcasts, Managing Complex Selling Relationships Blog, Sales Training

Complex Sales Training Podcast Part 1

Today’s podcast is Part 1 of a 3 part podcast on Complex Sales and Managing Complex Business Relationships.

This complex sales podcast introduces you to the process by first defining what complex sales is and then moves into

part 1.  In Part 1 of the Complex Sales series we are introduced to the 6 major Power Players in a Complex Sale or complex business relationship: The Navigator, The Ruler, The User, The Protector, The Contributor and The Opposer.

Definition of Complex Sales (From Wikipedia):

Complex sales, also known as Enterprise sales, can refer to a method of trading sometimes used by organizations when procuring large contracts for goods and/or services where the customer takes control of the selling process by issuing a Request for Proposal (RFP) and requiring a proposal response from previously identified or interested suppliers. Complex sales involve long sales cycles with multiple decision makers. Multiple stakeholders and stakeholder groups contribute to every complex sale.

Any product or service may become a complex sale. In some instances a complex sale occurs when the market is mature and the stakes high enough to warrant attention from a variety of stakeholders in the buying organization. In other instances a complex sales process is needed when the buyer has never had experience with the vendor, technology being sold, or if the solution is business critical or impacts the buying organization on a strategic level. The series of filters, purchasing steps, and stakeholders involved are designed to reduce the risks associated with making the wrong buying decision…

…often the sales person is required to have a set of skills that are more in line with a subject matter expert or consultant than a traditional sales person. This type of sales person can often be referred to as a Key Account Executive or Complex Sales Executive. (Full Definition here.)

The next few podcasts will hopefully help you develop an understanding of what core skills and strategies will be required to navigate and close complex sales.

  • Nov 15 / 2005
  • Comments Off on Mastering Complex Business Relationships (It’s about buy-in! not making a “sale”) Blog Entry
Managing Complex Selling Relationships Blog

Mastering Complex Business Relationships (It’s about buy-in! not making a “sale”) Blog Entry

– By Shane Gibson – shane@closingbigger.com

Complex and long sales cycle selling is drastically different than regular sales processes. To succeed in the six and seven figure selling arena sales people must transform themselves into key account, relationship managers. What also must follow is not just an attitude but a plan and process to strategically develop and close business. It ’s really about getting “buy-in,” not selling in the traditional sense.

In order to land these big complex sales clients, we must first understand the structure of their organization, who the key players and opposers are, and also how they make decisions. More than just identifying the Ruler or decision maker we must also look at other contributors and team members who often don ’t have the power to buy but do have the ability to de-rail the deal. Identifying these contributors, their value sets, and creating a plan to get them on-side or dissolve their opposition will increase our chances of landing the deal. Ignoring or denying that these influencers exist, can often result in our financial peril.

Some questions we can ask are:

What stage of business growth is my client in? How will this affect the decision making process and power base?

Is this organization Progressive? Liberal? Or Conservative ? How will this affect the way I present my product or service?

At what stage of relationship development am I at with each key influencer, and how am I going to make this even better?

What state is the local economy and industry and how does this affect their buying motivators?

Has my presentation and proposals been effectively adapted to address these questions?

To master this process we need to keep track of each person in this network of contributors and decision makers. This sales process is often long and complex, key account sales people who are highly aware of their clients business activities, key players, and even slight changes in corporate policy, are often the ones who get the deal. A large corporation of 50,000 people such as a bank is literally like a city in it’s political complexity, to succeed, a solid plan and relationship strategy is paramount. Master complex business relationships is about getting the buy-in not a traditional “sale.”

Click here to read about our Managing Complex Business Relationships Program.

–by Shane Gibson shane@closingbigger.com

This sales blog entry has been reposted from original article at kbitraining.com

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