Article: A Better Way to Sell to Complex Accounts
Improving win rate
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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Learn More: Sales training content that improves performanceGrounded in behavioral science, our Connected Selling Curriculum addresses all selling roles and all phases of the sales cycle to give your team the right learning at the right time.
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Learn More: Professional services tailored to your needsWe define and target the most critical selling behaviors your team needs for sales success in your market and offer customized sales training, coaching and consulting.
