One thing about selling in complex B2B markets is that you never need to go looking for trouble, wait long enough and it will find you.
A huge part of being successful in this profession is not based on our amazing influencing skills or negotiating genius, but on how well we act like Project Managers. Getting one complex, confusing, and slow organization to do something is tough enough, our job is to make two of them coordinate well enough to actually close a deal.
Their buying organization and our selling organization are possibly pretty similar, especially in one critical way: no one person can say ‘yes’ but lots of people can say ‘no’. Our success often relies precisely on our ability to hunt out those problems before they become roadblocks.
If it can go wrong, it probably will, and we need to take accountability for finding trouble and dealing with it.
If you want to get more from Bill, you can find his book here
https://www.amazon.com/Bootstrap-Selling-Sandler-Bill-Morrison
You can also buy it as an Audible book here:
https://www.amazon.com/Bootstrap-Selling-Sandler-Way Audible
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