Sales: Closing a Complex Sale

Introduction

• Welcome
• Simplify the complex

1. Identifying the Buying Journey

• Customer segmentation
• Map the buyer process
• Identify key stakeholders
• Determine qualification standards
• Document your internal sales process

2. Identifying Buyer Objectives and Challenges

• Enterprise objectives and challenges
• Individual objectives and challenges
• Connect the two together

3. Using Insights to Drive Urgency to Buy

• What are insights?
• Why third-party insights are most impactful
• Insights with storytelling techniques
• Insights to quantify buyer challenges

4. Defining Your Compelling Differentiation

• What is true value differentiation?
• Map your solution to the problem
• Connect value with clarity
• The importance of validation

5. The Complex Sales Conversation Model

• Create connections
• Define the gap
• Quantify the gap
• Bridge the gap
• Handle objections
• Gain commitment

Conclusion

• Next steps