WHY devoted to research…
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As we are moving towards the publication of our first book, we would like advantage of your wisdom, as you are part of a select group of experts whom we have contacted. When you have the time, we would appreciate your feedback in regard to this short reading that is related to the book’s subject matter and if you consider that it will offer innovative contributions to Complex Sales. The document bellow is more a kind of conceptual framework looking for feed-back, and does not intend to sell. The projected title of this book is:
“SYNCHRONIZED INFLUENCE in COMPLEX SALES”
For a new business environment of ever increasing uncertainty and complexity, one that will carry on changing.
WHY devoted to research…
You may wonder why, since the beginning of the millennium, we have embarked on this demanding research and development project in Latin America with a total focus on Complex Sales.
Conscious Complex Sales
The answer lies in the impulse that pushed this project towards new and unexpected findings; we analyzed the extraordinary results that emerged from complex business opportunities that used curiously unconventional sales methods, and that were later recognized in a worldwide contest. To the above, we must add our privileged access to knowledge received directly from experts in directed symposia, which anticipated the dramatic changes that were coming to both life and business in the new millennium.
This first impulse was converted into a serious research project when these early, accidental findings were complemented by the identification of obvious gaps which showed clear opportunities for taking quantum leaps, by making just small changes; likewise, we could assure the resources, time, creative environment, experience, as well as patience in order to create, complete and prove our developments.
Another big boost was listening to what hundreds of experienced professionals, who argued how corporate procurement and purchasing techniques and processes had shown unprecedented development in a very short time, and had been favored by technological change and globalization; especially, how this situation contrasted with the timid innovation in B2B sales after the appearance of consultative selling in 1980.
In this challenging task, we were heartened to know the demands of analysts who demanded more research into such a strategic function which paradoxically had been rather ignored; finally, we were encouraged by the professional relationship we had with a firm in the UK that was producing scientific findings that were similar but with different developments and target audience.
When we speak about complex sales we are referring to those required to offer solutions or create unexpected opportunities that are targeted towards customers in both public or private organizations, which tend to be long-cycle and have intensive interactions with multiple influencers or decision makers, organized in large and specialized sales teams. We refer to a definition that reaches into all levels of business connections, from the transactional, to consultative sales with all respective variants, and even including the business connections proposed by the novel “insight selling”.
Please go to next article about “How We did it”.