It is critical that you understand where they are in their own unique buying cycle and align your sales efforts to their timeline rather than follow a rote set of steps outlined in an internal sales process.”
–Jonathan Hodge, President & CEO
Advantage Performance Group
If you want to win complex sales from enterprise-level clients, it's important to understand that larger companies move at a different pace, says Jonathan Hodge, president and CEO of Advantage Performance Group.
"Therefore, it is critical that you understand where they are in their own unique buying cycle and align your sales efforts to their timeline rather than follow a rote set of steps outlined in an internal sales process," he says.
Hodge is among 46 featured sales experts sharing tips on how to win at enterprise selling on the blog at Knowlarity - a leading cloud communications company with more than 15,000 customers across the world.
"An example of misalignment would be a salesperson providing a proposal when a client is much earlier in their buying cycle and maybe still assessing needs," Hodge says.
"Just because you think you have the answers and are ready to present a solution, it doesn’t mean the client is anywhere near the point in their process to be considering options let alone decisions. In fact, they haven’t even completely framed the issue they are trying to address!”
"By aligning yourself with your client’s buying cycle it keeps you from getting ahead (or worse, behind) your client’s decision making process.”
View the full article: Enterprise Sales: 46 Experts Share their Top Tips for Winning at Complex Sales
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