/ Training Programs / Integrity Selling® / Navigating the Complex Sale Navigating the Complex Sale Greater price pressure and more varied competition have led organizations to include a broad coalition of stakeholders in buying decisions. More people are influencing these decisions than ever before -- and selling has never been more complex. Navigating the Complex Sale® provides sales executives with the tools needed to confidently and skillfully manage strategic accounts in which multiple and diverse personalities are involved in the decision making process. At the core of Navigating the Complex Sale is Integrity Selling. Program Overview In Navigating the Complex Sale, participants: Use Account Mapping for optimal time management Clarify the decision making process and identify the key decision makers Use a simple 5-step process to effectively strategize and prioritize accounts Analyze different buying objectives and establish effective sales plans Address objections and capitalize on strengths to achieve sales goals Advance key stakeholders to higher levels of trusting, mutually-rewarding partnerships Learn the importance of values, ethics, and beliefs What Makes Navigating the Complex Sales So Valuable? Content is customized for relevancy Pre-work with target accounts assures that the learning will be directly applicable to each salesperson’s goals Managers are prepared to facilitate, model, and coach to sustain the practices learned Highly interactive learning dynamics in the workshop Groups develop best practices specific to your business Structured sustainment and accountability program ensures application in key accounts These elements combine to increase your team’s call effectiveness, build stronger customer relationships across key accounts, shorten sales cycles and improve closing ratios. Methodology Our methodology ensures that your program will be targeted to your team’s accounts, and that your learning and application will continue on well after the workshop. The 5 step methodology includes: Manager Overview Pre-work with Target Accounts Interactive 1-2 Day Workshop 4 Monthly Account Development Sessions Supportive Coaching Client success Shape Copy The team is more focused, organized, and purposeful in their approach and interactions with their accounts. They also recognize their shortcomings and are working to improve them. I’m extremely pleased. Mike Miners Business Banking Manager, TSB Bank New Zealand Related Resources Blog All Revenue is Not Equal: Shifting Mindset with Account-Based Sales With the rise of cross-functional buying committees in B2B selling situations, sales and marketing professionals are reevaluating some of their… Read More Blog Account-Based Selling and Adapting to Buying Committees of the Future (and Present) Blog Building Team Confidence In Complex Sales Skills eBook You Can’t Teach People to Sell by Teaching People to Sell Blog Selling Through Your Customer Your Team Needs Practical Tools and Strategies To Deal With Multiple Stakeholders Who Influence Buying Decisions Let Us Show You How Contact Us