Riffs, Tiffs and What Ifs

What is this thing called the Complex Sale that makes seasoned salespeople tremble at the mere mention? That causes two-to-three-year sales pipeline nightmares? What could it possibly have to do with a donkey and Hollywood? The Complex Sale typically refers to a high-value purchase ($100,000 and up) involving a Buyer's Committee, consisting of anywhere from three to twelve people or more. Does a Complex Sale (product or service) to large, successful companies like Wells Fargo, Dell, UPS, Northwestern Mutual Insurance, or Boeing, have anything in common with a sale to — Hollywood? Surprisingly, yes. And prolific Hollywood author, Skip Press, will put it in perspective for us. But first ... Recently, at a technology trade show in Phoenix, I became embroiled in a discussion with sales folks from around the country about the dreaded Complex Sale. Within an hour, I was convinced it was a communicable disease. Maybe incurable. I finally asked the ...

Monday, November 10, 2008 We're Moving to WordPress We've moved to a new site - WritingRiffs.com Appreciate you checking this article out at WritingRiffs.com . We'll be deleting all the content on this site over the next few weeks. Thanks! Steve An interview with Carol Dweck , Ph.D., author of the book " Mindsets: The New Psychology of Success." by Steve Kayser Carol's work has been featured in such publications as The New Yorker, Time, The New York Times, The Washington Post, and The Boston Globe, and she has appeared on "Today "and "20/20." Change. A great word for the 2008 presidential candidates to position around. It's positive. And negative. An Overwhelming Constant But for us regular muck-a-mucks battling through the life of business, trying to stay competitive with marketable business skills, change is an overwhelming constant. It batters us with diz...