After a short hiatus this week we conclude our “Winning Large Complex Deals” trilogy of episodes examining the unique challenges and opportunities that major deals hold for salespeople.
On this episode Phil is joined by Jan Laros, Sales Director at McCoy, who has achieved major deals by deploying the Consalia Sales Mindsets in his own selling. Jan also discusses collaborating with consortiums during the bidding process as well as the vital importance of cultural fit with the customer.
[17:57] – Cultural click is a key component of closing deals [27:43] – Rising to the challenge of implementing a new ERP system in 3 months [35:15] – Collaboration with competitors can lead to better outcomes for everyone
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