From the course: B2B Sales Strategy: Winning Plays for Big Contracts
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Explore relationship mapping in your B2B sales strategy
From the course: B2B Sales Strategy: Winning Plays for Big Contracts
Explore relationship mapping in your B2B sales strategy
- [Instructor] My clients frequently ask me about the definition of a complex opportunity. A complex sale is based on a set of in-depth and complicated problems that your prospect is committed to solve. One of the primary characteristics is the large number of stakeholders, experts and users, decision makers, and executive sponsors on the buying team. This creates a tremendous challenge for the account team. How do you manage so many relationships with an eye towards forward momentum? Picture yourself as an account manager with a large executive staffing company that services the healthcare industry. Your job is to retain and grow the top three accounts in your region. You learned early on in your job about the power of relationship mapping. You know that mapping gives the account team a complete view of their position for each key relationship, both strongholds and gaps. You pull the account team together, which…
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