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Brad Walker is a Strategic Account Manager at SalesForce.com, a company that specializes in CRM solutions. Brad is a former colleague,  old friend and Enterprise Sales expert.

In this episode Brad shares  stories, both wins and losses in sales. He explains how it’s  critical to listen to all parties when selling solutions and the importance of connecting  with the business sponsor.  If the decision maker is not on board, the deal may never close.

Brad believes that “Sales is an honorable profession, if done right.”

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Complex Sales, How to Approach It

Brad comes from a world of enterprise sales:

• selling complex solutions
• to large organizations

In these cases,  many people involved in the sale. They have have input into the process, they may not. In most cases, each person is responsible for a small portion of the decision. No one person makes the ultimate solution. But there is one person managing the sale. You must keep  them in the loop.

Selling Technology

When selling technology solutions, Brad believes that you must

1. take the time to listen to all participants
2. let everyone speak their mind
3. learn all about the organization
4. do your best to  please everyone

But if you don’t have the true decision maker/ business sponsor enrolled, the deal will go sideways and may never close.

Always remember “Business trumps IT”

Sales Resources and Links

Brad can be found  on his LinkedIn account.

Brad  is a strong supporter of his  son’s  marketing company Walker Internet Marketing   Look it up!

The New Strategic Selling by Miller/Heiman  is the book  that turned around Brad’s thinking about sales. It’s a great book and I recommend it for anyone selling complex solutions to large organizations.

Find Pat Helmers on LinkedIn

If you enjoyed this episode  please take a moment to find me on LinkedIn.  LinkedIn is my favorite  Social Media  venue these days.

Stop on by and we’ll share  cup of coffee, if only virtually.

The Minimalist’s Guide to Sales Prospecting

The following Infographic comes from a SalesForce.com  Canada  article features ten useful activities that take less than 20 minutes a day. You may find it of value!

Click To Enlarge

Via Salesforce