The Managing Complex Business Relationships System
Complex Sales Training – Enterprise Sales – B2B Sales
Enterprise level B2B sales training is what we specialize in. This program was originally developed for BMW (fleet lease) and SIEMENS (Industry and Transport Division Africa). The program was then re-developed for use across multiple industries and has been implemented in IT, SaaS, Insurance and dozens of other industries. This is a proven step-by-step system for closing large, complex, multi-decision maker sales opportunities and clients.
‘One off’ or single unit transactional selling is dramatically different and ten times simpler than ‘complex large transaction selling and long sales cycle selling’. – Bill Gibson, Author
This program can be presented in the following formats:
- Live Online Sales Course (Webinar series)
- Live Two-Day Sales Training Boot Camps
- As a Keynote Seminar at Your Next Conference
Key Aspects of Complex Selling Relationships
A complex selling relationship is a relationship where several people and/or groups are involved in, and/or have influence in the decision-making process.
The skills and tools of this system are most useful in the following situations:
- Big-ticket item selling where there is usually more than one person influencing the decision
- Long sales cycle selling
- Selling Enterprise-Level SaaS Programs
- Selling to large “Multiple Contact” or complex organizations
- Managing Key Account Relationships
- Getting a “buy-in” on an idea or concept with key players within your own or other organizations
- Relationship Selling and Managing
Applications of the Managing Complex Business Relationships System
Sales and Service Managers, Sales and Service Directors, CEOs, outside sales personnel, and other management-level personnel are involved in one or more of the above situations on an ongoing basis. From a sales perspective, a properly managed complex business relationship usually leads to an eventual buy or purchase but the Managing Complex Business Relationships System’s main focus is creating a “buy-in” from individual influencers leading to the group’s decision to buy. In any situation where two or more people can influence a decision, the concepts, models and tools could be used.
Examples of non-selling situations where the system can also be applied:
- Introducing a new concept or system to a region or department with hopes of a solid buy-in from the region or department leading to a successful roll-out. This could be great for CEOs, Sales and Service Managers, and Sales and Service Directors to get better “buy-in” when launching new products, concepts etc.
- The successful negotiating, informing, and implementing of an employee rightsizing program within an organization.
- Effective lobbying with a government body or corporate entity or organization to gain support for a project, cause, concept, or business idea or to bring more business your way.
Enterprise B2B Sales and Complex Sales Training Programs FAQ
What is Enterprise B2B Sales and Complex Sales Training Programs?
Enterprise B2B Sales and Complex Sales Training Programs are designed to help organizations close large, complex sales involving multiple decision-makers and long sales cycles. The programs focus on enterprise-level selling, relationship management, and creating buy-in among key influencers.
What is the Managing Complex Business Relationships System?
The Managing Complex Business Relationships System is a proven, step-by-step approach for managing and closing complex, multi-decision maker sales opportunities. Its main focus is creating buy-in from individual influencers that leads to a group decision to buy.
Who were the original developers and early users of this program?
The program was originally developed for BMW in fleet leasing and SIEMENS in the Industry and Transport Division Africa, and was later redeveloped for use across multiple industries.
Which industries use the Enterprise B2B Sales and Complex Sales Training Programs?
The program has been implemented across multiple industries including IT, SaaS, Insurance, and dozens of other sectors where complex enterprise sales are common.
How is complex sales different from transactional selling?
Complex sales involve large transactions, multiple decision-makers, and long sales cycles, making them significantly more complex than one-off or single unit transactional selling.
In what formats can the Enterprise B2B Sales and Complex Sales Training Programs be delivered?
The program can be delivered as a live online sales course through a webinar series, live two-day sales training boot camps, or as a keynote seminar at a conference.
What defines a complex selling relationship?
A complex selling relationship involves several people or groups who are involved in or influence the decision-making process rather than a single decision-maker.
In what sales situations are the skills and tools most useful?
The skills and tools are most useful in big-ticket item selling, long sales cycle selling, enterprise-level SaaS sales, selling to large multi-contact organizations, managing key account relationships, and gaining buy-in on ideas or concepts.
Who can benefit from the Managing Complex Business Relationships System?
Sales and service managers, directors, CEOs, outside sales personnel, and other management-level professionals who regularly deal with complex decision-making environments can benefit from this system.
Can the system be applied outside of direct selling situations?
Yes, the system can also be applied to situations such as introducing new concepts or systems within an organization, implementing employee rightsizing programs, and lobbying government or corporate entities to gain support for initiatives.