How to close complex, big ticket B2B deals with Martyn Proctor
Update: 2025-03-28
Description
In this episode, B2B sales expert Martyn Proctor shares his insights on winning complex, high-value deals. He emphasises total commitment to opportunities, deep customer understanding, and visualisation of client success.
Things to listen out for:
02:59 - Understanding Big Ticket Deals
05:47 - The Importance of Visualisation in Sales
09:02 - Building Trust and Handling Objections
12:10 - Qualifying Opportunities and Red Flags
15:11 - Competing Against Larger Companies
21:05 - Handling Objections Effectively
32:49 - Understanding Pricing and Value in Sales
43:10 - The Importance of Prospecting and Lead Generation
50:30 - Consultants as Salespeople: A New Perspective
56:24 - Key Takeaways for Complex Sales Success
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