Selling to a corporate Labyrinth using strategic techniques: identifying the critical Buying Influences in a sale, minimizing uncertainties about a customer’s receptivity, avoiding internal sabotage, and leveraging strengths to maximize competitive advantages, and managing every sales objective as a joint venture – a mutually beneficial transaction where both the buyer and seller benefit. Heiman S., Miller R. (1998) The New Strategic Selling
Complex sales, also known as Enterprise sales, can refer to a method of trading sometimes used by organizations when procuring large contracts for goods and/or services where the customer takes control of the selling process by issuing a Request for Proposal (RFP) and requiring a proposal response from previously identified or interested suppliers. Complex sales involve long sales cycles with multiple decision makers. Multiple stakeholders and stakeholder groups contribute to every complex sale. These types of sales can take up to 8 to 18 months as multiple people from higher management are involved.