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Article: A Better Way to Sell to Complex Accounts

Improving win rate

Mars rover on planet symbolizing the complexity of sales accounts

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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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