EP 138 Building Momentum in Complex Sales with Mike O’Brien and Tom Whelan, Ph.D
About this episode
The episode discusses the common breakdowns in complex sales that cause deals to lose momentum and how to navigate these challenges.
Why do promising complex sales deals suddenly lose momentum and go nowhere? In this first of a two-part series adapted from a webinar, Mike O’Brien , Executive Vice President of Sales at Integrity Solutions , and Tom Whelan, Ph.D. , Director of Corporate Research at Training Industry, Inc. , examine the common breakdowns that cause promising sales opportunities to stall. They discuss why sellers can mistake a responsive, enthusiastic contact for someone with real decision making influence, and how that mistake can leave them restarting the sales process when the right stakeholders finally enter the conversation. Mike and Tom also explore why leading with product features can make even a polished sales conversation irrelevant to the buyer, and why sellers need to connect capabilities directly to business problems and desired outcomes. Finally, they unpack one of the quietest threats to a complex sale: losing momentum between meetings when next steps and commitments are unclear. In this episode, you’ll learn: Finding the Right Decision Makers: Why a responsive, enthusiastic contact may not have real influence, and how relying on one champion can stall a deal. Selling Outcomes Over…
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