Most sellers have never made a big software purchase. Meredith Chandler hadn't either before she stepped into leadership. Now that she's been involved in dozens of big-ticket software purchases, the…
Most sellers lose the deal in a room they were never invited to. Your champion is excited, but unless they control the budget, they're walking into a leadership meeting where 10 problems are competing…
Deals are more competitive than ever, and when every vendor is good enough, execution becomes your differentiator. A better run sales process can beat a better product any day of the week.ㅤMeredith…
You got off a great demo. Your champion loved it, replied fast, and you assumed there was strong internal alignment. Then two weeks go quiet, and the reply is "a few internal questions came up." You…
Your best rep can have the better product and still lose a 300K deal, not on price, but because nobody got the buying committee aligned on what they were doing. On this episode of Complex Sales:…
Most reps build the deal around the people they can see. The champion, the user, the manager who sits in on the calls. The stakeholders who actually decide whether you close, the CFO, the controller,…
You've figured out when to reach out to execs, how to reach out, and what to say. But sometimes the fastest way into the C-suite isn't another email from you. It's bringing in your own executive team.…
Enterprise sales often stalls on the same two obstacles: a buyer who isn't ready to move yet, and a rep who doesn't know how to handle that gracefully. This episode of Complex Sales: Decoded digs into…
When a buyer says yes after months of pursuit, the rep's instinct is to lock the deal down and stop selling. That's where most enterprise deals quietly crack open. In Episode 10 of Complex Sales:…
Multi-threading goes wrong when sellers treat executive sponsors like a closing-mile play, pulling them in at signature when they don't even know your name. This is the fifth episode in the…
