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VIDEO: Why You Can’t (and Shouldn’t) Close Large, Complex B2B Deals on Your Own

VIDEO: Why You Can’t (and Shouldn’t) Close Large, Complex B2B Deals on Your Own | Janice Mars | SalesLatitude

VIDEO: Why You Can’t (and Shouldn’t) Close Large, Complex B2B Deals on Your Own | Janice Mars | SalesLatitudeWhen sales people work large, complex B2B deals on their own, it can be difficult. The reason these deals are so complex is because there are many different people involved on the buyer’s side. Therefore, there should be just as many different people involved on the sales side – each with their own specific roles.

I recently had a client who lost a large, complex B2B deal at the last minute. It had nothing to do with the product or services, the perceived risks for either organization, or the money. It was purely an issue of the buyer not being able to clearly communicate the business value to their procurement team at the final hour. No one could resolve it since there were little to no relationships established at the higher levels of the organization. Who was to blame? Everyone!

If a deal suddenly goes south, working it alone can be a difficult task. After all, it takes a village to close large, complex B2B deals.

View my latest video which delves into the risks of trying to close big deals on your own, and how your whole sales team can work together to reduce the risk of a deal going south.

How about you – do you have a “village” in your organization to make sure your large, complex B2B deals close?

 

Janice Mars, Principal and Founder of SalesLatitude, is a sales performance improvement consultant and change agent focused on growing top performers to impact bottom line growth. With more than 30 years of experience as a senior business and sales executive, she helps companies build successful sales teams by maximizing their time and resources, selling from the buyer’s point of view, and strengthening the effectiveness of leadership. View my LinkedIn profile | Twitter

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