Terms

Complex Sale

What is a Complex Sale?

A complex sale, also known as an enterprise sale, refers to large-scale deals involving corporate businesses that are characterized by higher price points, extended sales cycles, and the involvement of multiple stakeholders to mitigate significant buyer risk. These sales often involve high-value and/or customizable products or services, requiring a deeper understanding of the customer's needs, tailored solutions, and strong relationships with decision-makers within the organization.

Key Strategies in Complex Sales

Successful complex sales strategies include:

  • Effective Communication: Essential for conveying the value proposition and building strong customer relationships. This involves active listening during the product discovery phase to thoroughly understand customer needs.
  • Adaptability: Be prepared to adapt to changing circumstances influenced by factors like deal size, number of decision-makers, and competition.
  • Continuous Learning: Commit to ongoing education in using sales technologies such as CRM systems, sales intelligence software, and CPQ tools to optimize sales strategies and processes.

Complex Sale vs. Simple Sale

Complex sales, or enterprise sales, differ significantly from simple sales in terms of the sales cycle, decision-makers, and perceived risk. Complex sales involve higher price points, longer sales cycles (6+ months), multiple stakeholders, and higher perceived risk. Examples include commercial insurance sales and purchasing a new Content Management System for a large company.

On the other hand, simple sales typically involve fewer stakeholders, shorter sales cycles, and lower risk. An example of a simple sale would be buying a new microwave from a retail store.

Understanding Complex Sale Lifecycles

Understanding complex sale lifecycles involves recognizing the factors that impact the length and complexity of a sales cycle, such as the product or service sold, deal size, number of decision-makers, and level of competition. Complex sales cycles are common in industries like pharmaceuticals, engineering, construction, and enterprise software, each presenting unique challenges.

Other terms

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Buyer

Learn about buyer, including identifying your ideal buyer, understanding buyer's journey, & evaluating buyer decision processes.

Buyer

Lead Generation Software

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Lead Generation Software

Lead Scoring Models

Learn about lead scoring models, including the fundamentals of building lead scoring models, & key components of effective lead scoring.

Lead Scoring Models

Challenger Sales Model

Learn about challenger sales model, including key principles of challenger sales, implementing the challenger approach, & challenger vs. solution selling.

Challenger Sales Model

Fault Tolerance

Learn about fault tolerance, including understanding fault tolerance, importance of fault tolerance, key components, & implementation strategies.

Fault Tolerance

Headless CMS

Learn about headless CMS, including benefits of using a headless CMS, how a headless CMS works, & headless CMS vs. traditional CMS.

Headless CMS

Closing Ratio

Learn about closing ratio, including improving your closing ratio, closing ratio versus conversion rate, & strategies for maximizing closing ratios.

Closing Ratio

Precision Targeting

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Precision Targeting

Channel Marketing

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Channel Marketing

Cost Per Click (CPC)

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Cost Per Click (CPC)

Small to Medium-Sized Business

Learn about small to medium-sized business, including characteristics of SMEs, scaling strategies for SMEs, challenges facing SMEs, & SMEs in the global market.

Small to Medium-Sized Business

Warm Outreach

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Warm Outreach

Gone Dark

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Gone Dark

Persona Map

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Persona Map

No Spam

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No Spam

Sentiment Analysis

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Sentiment Analysis

Lead Enrichment Software

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Lead Enrichment Software

HubSpot

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HubSpot

Key Accounts

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Key Accounts

Revenue Forecasting

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Revenue Forecasting

Browser Compatibility

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Browser Compatibility

Customer Segmentation

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Customer Segmentation

Sales Dashboard

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Sales Dashboard

Bottom of the Funnel

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Bottom of the Funnel

Opportunity Management

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Opportunity Management

Sales Demonstration

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Sales Demonstration

Sales Rep Training

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Sales Rep Training

Click-Through Rate

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Click-Through Rate

Video Email

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Video Email

Early Adopter

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Early Adopter

Quarterly Business Review

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Quarterly Business Review

Cold Email

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Cold Email

Customer Centricity

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Customer Centricity

Lead Velocity Rate

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Lead Velocity Rate

Bounce Rate

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Bounce Rate

Sales Pipeline Reporting

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Sales Pipeline Reporting

Buying Committee

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Buying Committee

Commission

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Commission

Software as a Service

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Software as a Service

Ideal Customer Profile

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Ideal Customer Profile

Average Revenue per Account

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Average Revenue per Account

User Testing

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User Testing

Psychographics

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Psychographics

Service Level Agreement

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Service Level Agreement

Consultative Sales

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Consultative Sales

Cost Per Impression

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Cost Per Impression

Demographic Segmentation in Marketing

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Demographic Segmentation in Marketing

80/20 Rule

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80/20 Rule

Closed Won

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Closed Won

Master Service Agreement

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Master Service Agreement

Event Marketing

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Event Marketing

Dark Funnel

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Dark Funnel

Channel Partner

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Channel Partner

Time on Site

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Time on Site

Forecasting

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Forecasting

Account View Through Rate

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Account View Through Rate

Touchpoints

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Touchpoints

Data Cleansing

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Data Cleansing

Sales Development Representative (SDR)

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Sales Development Representative (SDR)

C-Level or C-Suite

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C-Level or C-Suite

Behavioral Analytics

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Behavioral Analytics

Corporate Identity

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Corporate Identity

Marketing Qualified Account

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Marketing Qualified Account

Account-Based Everything

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Account-Based Everything

Talk Track

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Talk Track

Yield Management

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Yield Management

Sender Policy Framework

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Sender Policy Framework

Target Account List

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Target Account List

Customer Data Management (CDM)

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Customer Data Management (CDM)

Call for Proposal

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Call for Proposal

Channel Partners

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Channel Partners

Sales Pitch

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Sales Pitch

Customer Relationship Marketing

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Customer Relationship Marketing

Persona

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Persona

CSS

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CSS

Social Selling

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Social Selling

Annual Recurring Revenue (ARR)

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Annual Recurring Revenue (ARR)

Virtual Private Cloud

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Virtual Private Cloud

High Availability

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High Availability

CPQ software

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CPQ software

Edge Locations

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Edge Locations

Closed Opportunities

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Closed Opportunities

Remote Sales

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Remote Sales

Expansion Revenue

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Expansion Revenue

Kubernetes

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Kubernetes

Revenue Intelligence

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Revenue Intelligence

Sales Pipeline Velocity Formula

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Sales Pipeline Velocity Formula

Canary Releases

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Canary Releases

Enterprise Resource Planning

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Enterprise Resource Planning

Search Engine Results Page

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Search Engine Results Page

Rapport Building

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Rapport Building

Agile Methodology

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Agile Methodology

User-generated Content

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User-generated Content

Omnichannel Sales

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Omnichannel Sales

Customer Data Platform (CDP)

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Customer Data Platform (CDP)

Account-Based Selling

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Account-Based Selling

Buying Signal

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Buying Signal

Ransomware

Learn about ransomware, including impact on outbound sales, common types and examples, preventive measures, & how to respond.

Ransomware

Sales Stack

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Sales Stack

Business to customer

Learn about business to customer, including maximizing B2C sales strategies, B2C vs. B2B: unveiling differences, & core principles of B2C success.

Business to customer
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