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This week, our enterprise buyers tell you: how to go from consensus building to closed-won, why you've got targeting all wrong, and how to handle totally foreseeable requests for trials, discounts, customization.

Huddle Up: Building Consensus to Close Deals

 

From Consensus Building to Closing Deals 

No sales process has ever been 100 percent seamless, so responding to objections in a way that helps build consensus among stakeholders at your target organization is sine qua non for closing deals. But how can you build support—not only with your internal advocate, but also across multiple departments? Pay attention to our Emissaries' advice, because if you fail to anticipate these issues, they just might become deal-breakers down the line.

Reading time: 6 minutes

This Targeting Problem Is Plaguing IT Sales

Large, complex B2B buying centers sometimes feel like minefields to salespeople today. With more and more players involved, and rounds of decision making, than ever before, should you start by approaching the business team, or try to loop in technical folks from the outset? Choose wisely—at the end of the day you're going to have to win over stakeholders on every side.

Reading time: 5 minutes

Don't Freak Out About Discounts and Trials

It's not uncommon in SaaS sales for enterprises to make special request—say, for discounts, trials, or one-off customizations. There's no need to get flustered, but you need to understand what's being asked of you—and that's a lot easier if you bring these things up at the right time during the sales cycle. Learn how to balance carrot and stick and you'll take many more deals across the finish line.

Reading time: 5 minutes

Required Reading: The Ultimate IT Sales Playbook

What's really going on during each step in the IT sales process, at least from the buyer's perspective? To find out, we asked our Emissaries—all former senior IT executives from companies like Merck, CVS, Kellogg’s, Johnson & Johnson and more. We've compiled their answers in this must-read playbook, full of real-world, non-hypothetical tips for winning over the biggest enterprise IT departments.

Reading time: 30 minutes

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