Blogs on The Complex Sale & Buyer Reality

Buyers Are Liars???? For decades, sales teams have repeated a familiar warning: “Buyers are liars.” It sounds seasoned and street-wise, the voice of experience. But it’s one of the most damaging phrases still circulating in B2B sales. Yes, buyers sometimes hold back. They soften objections, hide budgets, or avoid naming

Humans are wired for dialogue. From our earliest survival instincts to today’s digital boardrooms, progress has always depended on understanding one another. Yet in sales, especially in the complex sale, dialogue often gives way to dictation. Too many reps still default to telling instead of discovering, pitching instead of exploring.

Introduction: The Complex Dance of B2B Sales in a High-Tech World Selling in the world of B2B is anything but simple. Complex Sales involve long decision-making cycles, multiple stakeholders, and significant risk for both buyer and seller. For sellers, a lost deal doesn’t just mean missing a revenue target—it could

Buyers Are Smarter, But Are They Seeing the Full Picture? In today’s world of endless information, B2B customers arrive at the sales conversation more prepared than ever before—or so it seems. In the complex (or difficult) sales world, they’ve spent hours researching their problem online and in social media, narrowing

Complex phone calls? Isn’t that all a sales rep does? Complex sales are the lifeblood of many B2B companies, representing high-stakes transactions that can significantly impact a business’s growth and success. These sophisticated sales require navigating intricate decision-making processes, involving multiple stakeholders and often extending over several months or even