Complex Sales

Selling to a corporate Labyrinth using strategic techniques: identifying the critical Buying Influences in a sale, minimizing uncertainties about a customer’s receptivity, avoiding internal sabotage, and leveraging strengths to maximize competitive advantages, and managing every sales objective as a joint venture – a mutually beneficial transaction where both the buyer and seller benefit.  Heiman S., Miller R. (1998) The New Strategic Selling

Complex_sales (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.

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