How do you ensure you have all the right people on the prospects side and your internal side to manage complex deal structures and complex negotiations?

The unfortunate answer here is that you can never have all the right people on the prospect side to manage complex deal structure and negotiations. It is about asking th...

To effectively manage complex deal structures and negotiations, it boils down to a deep understanding of the customer's objectives and their timeline for achieving them, ...

Define what "right" means at every stage of the deal cycle. Who is to involve internally and what is a seller capable of covering without support. The more precise the sa...

By confirming the skeptic(s) as soon as possible. At the end of every sales call the most common thing is for the prospect to say, "Taking it back to the team". Well, w...