Complex Sales: Decoded

Most reps build the deal around the people they can see. The champion, the user, the manager who sits in on the calls. The stakeholders who actually decide whether you close, the CFO, the controller, the procurement...

You've figured out when to reach out to execs, how to reach out, and what to say. But sometimes the fastest way into the C-suite isn't another email from you. It's bringing in your own executive team. In this episode...

<p>Enterprise sales often stalls on the same two obstacles: a buyer who isn't ready to move yet, and a rep who doesn't know how to handle that gracefully. This episode of Complex Sales: Decoded digs into both. Meredith...

<p>When a buyer says yes after months of pursuit, the rep's instinct is to lock the deal down and stop selling. That's where most enterprise deals quietly crack open. In Episode 10 of Complex Sales: Decoded, Meredith...

<p>Multi-threading goes wrong when sellers treat executive sponsors like a closing-mile play, pulling them in at signature when they don't even know your name. This is the fifth episode in the multi-threading series on...

<p>Most sales training looks good in a workshop. Then a rep gets on a live call, feels the pressure, and goes straight to features. It's not a methodology problem. It's a neurological one.</p><p>ㅤ</p><p>Meredith...

<p>Most sellers treat a website visit as a buying signal. Keegan Otter says that's the first mistake. In this episode, Meredith Chandler talks with Keegan Otter about what it actually takes to build a GTM motion that...

<p>When procurement enters a deal at the final mile, the seller has already left them with one lever: price. Meredith Chandler and Michael Shields spend this episode examining that dynamic from both sides of the...

<p>Most sellers have lost a deal because they didn't see a stakeholder change coming, or because a big opportunity moved too slowly and died in the pipeline. This episode is about both of those...

<p>Most sellers multithread by going up the org chart. They get the exec meeting, pitch the economic buyer, and assume momentum will follow. It won't - not without the people below the line already on your side. In this...

<p>Most sellers think multithreading simply means getting more people onto the same Zoom call or flooding a group inbox. But the top 1% of sellers approach it completely differently. Host Meredith Chandler breaks down...

<p>Let's dig into one of the most misunderstood roles in enterprise sales: the champion. Meredith Chandler breaks down what actually makes someone a champion and why betting your entire deal on just one person is a...

<p>Waiting until the final approval stage to involve executives is a quick way to stall your deal. Sellers often fear that contacting leadership means going over their champion's head. Meredith Chandler kicks off this...

<p>In this trailer, host Meredith Chandler introduces Complex Sales: Decoded, a show for sellers and sales leaders working long, nonlinear enterprise deals. Expect practical conversations with top AEs and sales leaders...