Shooting the Donkey in the Complex Sales Process … Hollywood Style

What is this thing called the Complex Sale that makes seasoned salespeople tremble at the mere mention? That causes two-to-three-year sales pipeline nightmares?

What could it possibly have to do with a donkey and Hollywood?

The Complex Sale typically refers to a high-value purchase ($100,000 and up) involving a Buyer’s Committee, consisting of anywhere from three to twelve people or more.

Does a Complex Sale (product or service) to large, successful companies like Wells Fargo, Dell, UPS, Northwestern Mutual Insurance, or Boeing, have anything in common with a sale to — Hollywood?

Surprisingly, yes. And prolific Hollywood author, Skip Press, will put it in perspective for us.

But first …

Recently, at a technology trade show in Phoenix, I became embroiled in a discussion with sales folks from around the country about the dreaded Complex Sale. Within an hour, I was convinced it was a communicable disease.

Maybe incurable.

I finally asked the most vociferous negativist in the group what exactly it was he sold. His response? The finely tuned sales pitch?

A tornadic swirl of immeasurably long and undecipherable words lasting five minutes.

No pause.

Not one.

Not even for a breath, which was, in my opinion, his most singular accomplishment, as I had no idea what he was trying to say.

Most Impressive Array of Corporate Gobbledygook Ever

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