Article: A Better Way to Sell to Complex Accounts
Improving win rate
![Mars rover on planet symbolizing the complexity of sales accounts](https://richardson.imgix.net/https%3A%2F%2Fimages.contentstack.io%2Fv3%2Fassets%2Fblt55a486d156678036%2Fblt8ef25bd7b76249e6%2F6579d2db12bfab6094bc3ca6%2Fa-better-way-to-sell-to-complex-accounts-brief.jpg?ixlib=gatsbySourceUrl-2.0.2&auto=format%2Ccompress&q=65&w=1140&h=546&s=f167146dfb9468e8676b715cd2e2af09)
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