Closing the Whales: The Anatomy of Major Deals -- A Proven Process for Complex, High Tech Sales Campaigns

Landing a large, complex opportunity can be challenging for any business – "Closing the Whales" demystifies the process, unlocks the secrets of advanced sales effectiveness, and gives professionals the tools they need to close the big one! Long sales cycles can last for months – even a year or more – and require a different type of finesse and approach. Often even experienced sales professionals can’t foresee the probable hurdles of a successful sales campaign. Bud Suse’s "Closing the Whales" helps sales professionals rethink their strategies, offering a new way of looking at the process of closing a long, complex sale. He offers real-life examples and insight into where professionals can make the right choices (and the wrong ones). In this book, you’ll learn: -How to know when you are winning and when you should fold’em -How to anticipate potential problems and determine solutions ahead of the curve -How to maintain momentum throughout the sales process -And much more! Let "Closing the Whales" arm you with the tips and tools to execute outcomes that benefit and grow your business – if you’re serious about that whale on the horizon, you won’t want to put it down.