Winning Complex Sales: From Prospect to Close

This course is designed for sales professionals managing large, multi-stakeholder deals. It covers the full sales cycle—from prospecting to negotiation and closing—while offering tools and strategies for mapping buying groups, navigating objections, and controlling the sales process with confidence.

By the end of this course, participants will be able to:
– Qualify complex opportunities and manage multi-layered sales cycles.
– Map stakeholder influence and buying roles within organizations.
– Build momentum through structured touchpoints and guided evaluations.
– Handle objections and delays with strategic communication.
– Close high-value deals through structured proposals, ROI articulation, and negotiation tactics.

1- Prospecting and Qualifying Complex Opportunities
2- Navigating Buying Groups and Decision Influencers
3- Sales Process Management and Pipeline Momentum
4- Objection Handling and Deal Acceleration
5- Closing Techniques for Large and Strategic Accounts

Senior account managers, enterprise sales professionals, B2B consultants, and sales leaders involved in complex or high-stakes sales environments.

Pipeline workshops, buyer role-mapping exercises, objection-handling simulations, and negotiation case studies.

Participants will gain the structure, mindset, and tools to confidently manage and win complex deals by aligning with stakeholders and driving decisive outcomes.