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Closing The Complex Sale

TOTAL TIME: 3HR 39MIN

  • The 10 Laws of Closing Complex Sales
  • Pressure free closing strategies
  • Negotiation Masterclass
  • What's a great closing %
  • When to propose, and when not to propose
  • Pareto Principle in Closing
  • Finding and Working with Change Agents
  • Multi-threading in large deals
  • Understand who the key stakeholders are and present to them directly
  • Establishing Timeline and Creating Urgency without pressure
  • Empowering Champions to Sell on your Behalf
  • Using Mutual Action Plans to keep deal momentum
  • The Power of Daily check in calls
  • Going above and around your champion without burning bridges
  • Developing a Business Case to secure budget

 

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What People Are Saying:

Just closed the biggest deal of my career so far thanks to what I’ve learned in the program and 1:1 coaching with you.

Myron Bryant, Account Executive - Nonprofit @ Salesforce

I get 3x as much done in the same amount of time. Since joining the program, I have attained over 100% improvement in my quota at work and I will blow past my multi-year quota in Q3!

Matt Livingston, Named Account Executive @ Salesforce

Just wanted to thank you for all the help with [BIG ACCOUNT]. Got it closed on Friday (and had a few “base hits” as you’d say) and ended up at 140% and #1 for the quarter!

Thomas Haggarty, Enterprise Account Executive @ FullStory