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Get Unlost: Tactical Ways to
Navigate a Complex Sales cycle

Get Unlost: Tactical Ways to NAvigate a Complex Sales Cycle

There is an art to navigating a complex sales cycle. How do you ensure you are setting your team up with the tools they need in order to be successful? Here's a hint: it all comes down to effectiveness and efficiency! 

MSP sat down with Lou Wolf, VP of New Business Sales @ ZoomInfo, Mike McDonough, RVP Mid Market Sales @ Chorus, and Katherine Andruha, Global Sales Development Leader @ Coursera, to bring you the top three things to do in order to navigate a complex sales cycle. From the stack you'll need in place to putting Conversational Intelligence and Data Intelligence to use, they shared all the practical tips to make it easier for your team. 


Discussion topics

  • What stack to put in place to make it easy for your team to navigate a complex sales cycle

  • The combination of Conversational Intelligence and Data Intelligence and what it can do for frontline sellers

  • Project management and value realization for the buyer

  • The top three tips & tricks to coach your team through a complex sales cycle!


Key TAkeaways

  • Mike’s Key Takeaway: Enterprise sellers chasing deals - take a deep breath because it’s going to be a marathon and you need to have a strategy before you even begin.

  • Lou’s Key Takeaway: Whether it’s a deal in progress or lost in the past, leverage it all; watch and listen and use what you have to your advantage.

  • Katherine’s Key Takeaway: Don’t be lazy - you have to work hard and perform. The more you work, the more successful you’ll be.

  • Pete’s Key Takeaway: Let your reps know where they are in your deal and sell to them in the way that will be most effective.

  • For your stack, you need Data Intelligence with alerts, intent and deep insights as well as contacts. Sales automation is needed to make it easy to get the best content without dropping value and Conversational Intelligence will help recall what happened, prep better and support your internal selling team.

  • Combining Conversational Intelligence and Data Intelligence is the biggest example of merging your first party data with third party data to take smart action.

  • Share some of the great moments of progressing a deal with your influencer/champions up to the Execs.

  • Three Tips & Tricks:  Keep your team’s headspace clean and clear, instill confidence in them that they are the quarterback and should pull in resources as needed - every big deal dies at least once so patience and resilience will be key - and realize where the buyer is in their journey so you can know where to meet them.