Mastering Complex Sales - Training Center

A complete guide to mastering complex Business to Business sales.

Most sales training today either focus on techniques for direct-to-consumer sales or are so complex that sales people are not able to consistently follow the process over time.

With over 20 years of experience in business to business selling to the C Suite of some of largest companies in the US, I have developed clear and concise processes from first conversation through to closing the sale.

Here you will find a series of videos that details the foundation for you to be successful in the world of complex sales. Join me on this journey as I add to this catalog that will deliver success for you in your sales career.

Overview of Mastering Complex Selling

Getting started is always the hardest part! Let's begin this journey to becoming a leader in this exciting space.

Discovery is All About Pain

Winning requires good discovery questions and uncovering pain from the prospect. Get this right and you will focus on the right opportunities and significantly increase your close rate.

Up Front Contracts

Trouble keeping your prospects on track? Up Front Contracts will cement your next steps.

Next Steps

No Next Steps means you DO NOT have an opportunity! How to manage the expectations of your prospects and ensure success.

Roles and Persona

Who are selling to in your opportunity? You may be surprised by who can make or break your potential win.

Driving Opportunities to Win

With all the right tools in play how do you get that signed contract? The finish line is near – don’t lose track now!

Process Management and CRMs

Keeping Track of Multiple Opportunities and Maximizing Your Time.

Managing the Opportunity Pipeline

Know when you are winning and effectively use the Opportunity pipeline to forecast sales.

A Demo is Just a Demo

What, when and how you create and present in a Demo to wins deals!

Keys to Messaging Success

Pain! Pain! Pain!