Complex Sales Archives | Marketing, Promotion & Sales Consulting for Business

Fear of Missing Out (FOMO)

A lot of what an enterprise software sales team does with leads depends on qualification. Deciding which leads to pursue requires sales people to successfully use qualifiers. The most promising of these is some version of “this prospect’s job to… Read more ›

July 16, 2019

Ira Michael Blonder

Complex Sales, Enterprise Computing, Enterprise Sales, Prospect Qualification

complex sales, enterprise it sales, enterprise sales, FOMO, marketing communications

Succeeding at Enterprise Software Sales Still Requires Sales People Who Can Do Something More than Just Present Products

During the 2014 Technology, Media and Telecom Conference, hosted by JP Morgan, Judson Althoff, President of Microsoft, North America made clear the importance of “consultative” skills, rather than product presentation, to the success of sales of Microsoft software to enterprise… Read more ›

June 4, 2014

Ira Michael Blonder

Complex Sales

complex sales, enterprise software, jp morgan, judson althoff, microsoft, technology media telecom conference 2014

Thoughts on Steve Ballmer’s Planned Departure from Microsoft

On Friday, August 23, 2013, Steve Ballmer, Chief Operating Officer (COO) of Microsoft® announced his intention to resign his position within the next 12 months, subsequent to a replacement coming on board. A lot of pundits expressed opinions on this… Read more ›

September 6, 2013

Ira Michael Blonder

Complex Sales

complex sale, enterprise IT, enterprise tech markets

Decision Making on IT Implementations at Enterprise Organizations is Often Dysfunctional

We’ve frequently characterized enterprise organizational planning for information technology as a “dysfunctional” process. There are many free resources which can be used to either affirm or refute our characterizations. Blogs that include interviews with IT planners from large organizations are… Read more ›

July 6, 2012

Ira Michael Blonder

Complex Sales, Enterprise Sales, Sales

enterprise computing, enterprise IT, enterprise sales forecasting, enterprise sales planning

Avoiding the Longer Sales Cycles Characteristic of a Down Economy

Alinean, a company to which we have made reference in earlier posts to this blog talks about the longer sales cycles that have become characteristic of enterprise technology sales in 2012. A number of prominent publicly traded businesses, including Oracle… Read more ›

June 7, 2012

Ira Michael Blonder

Complex Sales, Sales

complex sales cycles, enterprise software sales cycles, sales cycles

Selling Enterprise Software in a Down Economy

June of 2012 has opened on a pronounced somber economic note. What impact, if any, does the general economic condition here in the United States have on the job of selling enterprise software. The method of selling enterprise software, as… Read more ›

June 4, 2012

Ira Michael Blonder

Complex Sales, Enterprise Sales, Sales

complex sales training, enterprise sales, enterprise software sales

Sales teams must carefully prepare for each contact in a complex sale

Once a gatekeeper has opened an organization for further contact by an enterprise sales team the most sensible approach is to quickly establish contact with the apparent owner of the problem. The reason for this is simple. Contacting the owner… Read more ›

June 1, 2012

Ira Michael Blonder

Complex Sales, Sales

complex sales, enterprise decision-making, enterprise software sales

Complex Sales Usually Include Multiple Contacts Who Contribute to a Decision to Buy

Multiple conversations with multiple decision-makers is a usual feature of complex sales campaigns. There are many reasons for this phenomenon. For one, simply consider that an individual who presents an opportunity for an initial conversation will not prove, finally, to… Read more ›

May 31, 2012

Ira Michael Blonder

Complex Sales, Sales

complex sales, enterprise software sales, multiple decision makers

Customer inaction can be a major impediment to complex sales

Very often the outcome of enterprise software sales campaigns is simply customer inertia. In these cases there is no outcome. Customers may profess an interest in learning further about a solution, but fail to move on one, regardless of how… Read more ›

May 29, 2012

Ira Michael Blonder

Complex Sales, Enterprise Sales, Sales, StartUp Business, Training

cheap enterprise buyers, complex sales, enterprise sales

Dell first quarter 2013 conference call shows importance of complex sales experts to successful execution of business strategy

First, we need to acknowledge that we own stock in Dell. We need, as well, to notify our readers that the purpose of this post is not to influence opinion about Dell as an investment; rather, the purpose of the… Read more ›

May 23, 2012

Ira Michael Blonder

Complex Sales, Enterprise Sales, Sales

complex sales, complex sales to enterprise business, integrated solution selling

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Category Archives: Complex Sales

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Fear of Missing Out (FOMO)

Succeeding at Enterprise Software Sales Still Requires Sales People Who Can Do Something More than Just Present Products

Thoughts on Steve Ballmer’s Planned Departure from Microsoft

Decision Making on IT Implementations at Enterprise Organizations is Often Dysfunctional

Avoiding the Longer Sales Cycles Characteristic of a Down Economy

Selling Enterprise Software in a Down Economy

Sales teams must carefully prepare for each contact in a complex sale

Complex Sales Usually Include Multiple Contacts Who Contribute to a Decision to Buy

Customer inaction can be a major impediment to complex sales

Dell first quarter 2013 conference call shows importance of complex sales experts to successful execution of business strategy