Max Schroeter

I would add that challenging the customer with the customer best interests tied to business outcomes is key as invariably you will focus on the silos as opposed to what it could do for the business on a whole.

This goes alongside the previous point. Comms and feedback incorporation are one and the same. Preempting the traps of your competitors will also be key as this typically informs some of the feedbacks you get during the sales cycle. It is also important to know when to walk away if the prospect has been derailed from what they are actually trying to achieve.

This goes alongside the previous point. Comms and feedback incorporation are one and the same. Preempting the traps of your competitors will also be key as this typically informs some of the feedbacks you get during the sales cycle. It is also important to know when to walk away if the prospect has been derailed from what they are actually trying to achieve.

The most important piece is to project manage the deal cycle and as such, involve the prospect in that using a day-count to ROI including steps that are after the contract signature to show that you there for the long run and not the honeymoon period.

You can do the above, however it is important to identify who are your champions (influencers) and who are you Economic Buyers (the ones that stay up at night if the problem doesn’t get solved). Too often we focus on the role title, without acknowledging who has the biggest pain.