Article: A Better Way to Sell to Complex Accounts
Improving win rate
What’s Inside
Today, almost every opportunity pursuit involves a degree of complexity, and most sales methodologies still need to catch up.
Sellers need a method for identifying critical areas of the sale needing attention. They need a better way to gauge the pursuit's status and build a high level of trust.
Here, we show how to:
- Determine when and where to apply the right resources
- Focus on the customer’s state, not just their stage
- Earn the status of a trusted advisor
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