Article: A Better Way to Sell to Complex Accounts

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