Complex Sales Training Podcast Part 1

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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.