When 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?