Complex Sales

Buyer timelines are fiction. Reps ask "When do you want to go live?" Buyers say "End of Q2." Reps log it and build the forecast. The article is blunt: that's not forecasting — that's hoping. Buyers consistently underestimate how long their internal processes take, and reps take stated timelines at face value without mapping what actually has to

You can ask 4 types of questions - SPIN Model

Situational - context

Problem - pain

Implication - awareness

Needs-payoffs - reward

If you look at all, you will understand the implications are the ones that most people don’t want to look at, but it’s their way of understanding where the problem should be fixed.

Remarkable product is a product worth making a remark about, but you will get there only if you focus in the small details that matter for the person who is looking at the product, nit that matter to you

Better be wrong than confused, when you sell not all everyone is you customer

Some people would find more value than others in your product and in order to succeed you need to focus in one segment at the time