Any product or service may become a complex sale. In some instances a complex sale occurs when the market is mature and the stakes high enough to warrant attention from a variety of stakeholders in the buying organization. In other instances a complex sales process is needed when the buyer has never had experience with the vendor, technology being sold, or if the solution is business critical or impacts the buying organization on a strategic level. The series of filters, purchasing steps, and stakeholders involved are designed to reduce the risks associated with making the wrong buying decision.
Often the need to have multiple stakeholders or buyers involved relates to the level of risk that is involved in the purchase or sale of goods and/or services. As the buyer or buying organization if the purchase only impacts a small group of people or component of the buying organization then often the decision is made by one buyer and the process tends to be quite transactional.
If the purchase impacts the entire organization, affects the company strategically, or can change the buyer business process then often the sales person is required to have a set of skills that are more in line with a subject matter expert or consultant than a traditional sales person. This type of sales person can often be referred to as a Key Account Executive or Complex Sales Executive.
The larger the purchase and the buyer risk the more trust and credibility required from the Vendor. As a Key Account Executive or Complex Sales Executive in addition to product knowledge and consultative selling skills top producing sales executives also have the ability to build strong client relationships and navigate and avoid the political pitfalls within client organizations.
Managing complex sales cycles: map your current sales process and identify key areas you need to address. (On the Web).
Apr 01, 2003; Think for a moment about your company's sales environment. Do you have inside and outside sales reps, managers, technical...
Gebroe-Hammer Associates has negotiated the $3.6 million sale of White Horse Gardens, a 48-unit mid-rise apartment complex.(Sales)
Sep 03, 2008; Gebroe-Hammer Associates has negotiated the $3.6 million sale of White Horse Gardens, a 48-unit mid-rise apartment complex. Sales...