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Winning the Complex Sale
Episode 25: Winning the Complex Sale with Alex Buckles
There are transactional sales, and there are complex sales. Neither is necessarily harder, but there are clear differences between the two. Alex Buckles is the CEO of Forecastable.com a platform that delivers scalable sales certainty by simplifying the complex sale. Along with being at the helm of this ship, Alex is also a sales process connoisseur, and in today’s episode, he shares some of his wisdom with us. We dive right into the complex sale, the importance of identifying stakeholders, and how to form relationships that get the needle moving. Complex sales require multiple people to buy-in, which is why it is so valuable to know who you need approval from. We talk about stakeholder mapping, the stakeholder concentration curve, and how you can overcome organizational opponents. Our wide-ranging conversation also touches on red flags you should look out for in an organization, dealing with naysayers, and actionable steps you can take to improve your complex sales skills today. Tune in to hear it all.
Key Points From This Episode:
Get to know today’s guest, Alex Buckles, and what his company does.
Why Alex was so drawn to working in sales.
What has changed in sales in the 16 years Alex has been working in sales.
How to differentiate between a complex and transactional sale.
Alex’s approach to tackling a complex sale; separating the method from everything else.
The difference between the economic buyer and the decision-maker.
Some of the stakeholders that are important to identify in a complex sale.
What a single thread deal is and why it is so precarious.
How to strategically map and identify stakeholders, according to Alex.
One of the big red flags that Alex believes we should all be looking out for.
What authority means and how it relates to approval.
Insights into the stakeholder concentration curve and how to leverage this.
Everybody in a complex sale is important, so know how to engage all of them.
How to approach combative opponents; it depends on their authority in the organization.
Why bucketing people is so helpful when you work in sales.
Some fundamental steps to take if you are just getting started in complex deals.
The importance of knowing whether an organization has done a purchase that big.
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By Sales SamuraiEpisode 25: Winning the Complex Sale with Alex Buckles
There are transactional sales, and there are complex sales. Neither is necessarily harder, but there are clear differences between the two. Alex Buckles is the CEO of Forecastable.com a platform that delivers scalable sales certainty by simplifying the complex sale. Along with being at the helm of this ship, Alex is also a sales process connoisseur, and in today’s episode, he shares some of his wisdom with us. We dive right into the complex sale, the importance of identifying stakeholders, and how to form relationships that get the needle moving. Complex sales require multiple people to buy-in, which is why it is so valuable to know who you need approval from. We talk about stakeholder mapping, the stakeholder concentration curve, and how you can overcome organizational opponents. Our wide-ranging conversation also touches on red flags you should look out for in an organization, dealing with naysayers, and actionable steps you can take to improve your complex sales skills today. Tune in to hear it all.
Key Points From This Episode:
Get to know today’s guest, Alex Buckles, and what his company does.
Why Alex was so drawn to working in sales.
What has changed in sales in the 16 years Alex has been working in sales.
How to differentiate between a complex and transactional sale.
Alex’s approach to tackling a complex sale; separating the method from everything else.
The difference between the economic buyer and the decision-maker.
Some of the stakeholders that are important to identify in a complex sale.
What a single thread deal is and why it is so precarious.
How to strategically map and identify stakeholders, according to Alex.
One of the big red flags that Alex believes we should all be looking out for.
What authority means and how it relates to approval.
Insights into the stakeholder concentration curve and how to leverage this.
Everybody in a complex sale is important, so know how to engage all of them.
How to approach combative opponents; it depends on their authority in the organization.
Why bucketing people is so helpful when you work in sales.
Some fundamental steps to take if you are just getting started in complex deals.
The importance of knowing whether an organization has done a purchase that big.