The Complex Market Engagement Process

The appropriate goal for any company trying to sell into complex markets or succeed with complex sales is to engage the customer where they are. All kinds of solutions and consultative selling processes are available when selling directly to a business organization. But the complex sale and complex market nullify the advantages of these approaches because there is so much that remains unseen. Salient features, like not knowing how to buy the product or service, or working in a complex market where other organizations effect the buying decision, means that sales can’t just be about customer needs or pain. You need a bigger scope, and better, more systemic answers.

(more to follow…)