Selling large, complex technology solutions to other organizations to help solve their business challenges requires a completely different strategy and mindset than selling to consumers. It's a marathon, not a sprint, and a realistic B2B sales strategy needs to be implemented and followed to ensure expectations are managed both internally and externally.
Complex B2B sales are rarely, if ever completed in one interaction, and involve multiple people at the buyer's organization due to the complexity of implementing a solution that affects one or more business areas, and being able to understand the politics of an organization and uncovering "the fog of business is essential to ensure that the maximum intel is known to be able to craft an effective strategy.
It's a long game of chess that is more effectively played by experienced players in B2B sales that absolutely cannot be learned from a book. Every single situation is different, which is why leveraging seasoned experts in an advisory capacity will help increases the chances of B2B sales success.
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