Podcast: Play in new window | Download
Subscribe: Apple Podcasts | RSS
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.”
Click Here To Download This Episode
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
- take the time to listen to all participants
- let everyone speak their mind
- learn all about the organization
- 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