Closing Complex Deals - Mastering the Enterprise Sale
How to take multiple stakeholders from interest to two comma purchases in under a year
In this course you will learn how to close complex deals when we have multiple decision makers, multiple end-users, multiple groups. Enterprise sales are difficult. Every deal is a special snowflake
Here are the main subjects we cover in this course:
- What makes a deal complex?
- Aligning each piece to drive action
- Handling 1-1 and group meetings
- Bringing it together
In Closing Complex Deals course you will learn what the ideal sales process is. You will also learn about meeting strategies such as how you can build trust, how your first meeting interactions are killing your deal momentum and the goal of vetting meetings. You will discover the keys to success in big meetings, how to set the agenda and add value and alignment, whether to use POC (Proof of Concept) or not.
You will learn and understand how to create momentum, next steps after which meetings, how to divide and conquer, how not try to pitch everyone things they don’t care about, how to build trust and how to use proof cases to get these deals done.
Jake Dunlap is the CEO & Founder of Skaled, which helps companies optimize their sales process, people, and technology to accelerate business growth for scaling success. As a C-level sales leader and entrepreneur with more than a decade of experience, he has developed and led high-performing sales and operational functions for both global 2000 organizations and start-ups, specializing in building out repeatable, sustainable processes. Since launching Skaled in 2013, Jake has been a highly sought-after industry thought leader, quoted by Forbes, Inc., Huffington Post and VentureBeat.