How to Close Huge Enterprise Deals

Our intuition tells us that large companies know what they are doing when it comes to selecting products, but nothing is further from the truth. Most salespeople take a reactive approach to large deals by simply assuming that the company has any clue on how to make this change. We can not blame the salespeople because no one teaches these skills, and management is lost with their dashboards and checklists like MEDDPICC, which reinforces the lie that companies know how to buy. This is the puzzle we unravel for you on today's Brutal Truth about Sales podcast.

Here is what you will learn:

• You may know how to sell, but they do not know how to buy.
• They do not have a decision-making process but act like they do.
• Their decision criteria are NOT the criteria for a product selection.
• Change is your largest competitor.
• The default is to waste your time and start over in a year.

You can hear the full episode on iTunes, Spotify or watch it on YouTube.

If you use a different podcast player, search for "brutal truth about sales".

You can watch all the videos on YouTube, and if you are more interested in tips and tricks, then follow: Sales Questions Brutally Honest Answers - PodCast

or sales leadership: The Sales Leadership Show / PodCast revenue management collective

Check out how AI has solved the Sales Practice problem: https://www.brevitypitch.com