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Thursday, November 10 • 12:30pm - 1:30pm
Enterprise Track: Winning the Long Haul—Gear up to succeed in complex sales cycles

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Background: Product companies have a taste of success by relying on their relationships  & technology to differentiate themselves. This however does not necessarily suffice as they start competing on Complex sales opportunities. Complex sales opportunities are typically defined to be high-value, long sales cycle, complex decision making process, multiple competition.

Problem statements:

a)      Is Technology an adequate differentiator in a Complex sales scenario?

b)      Who is the real competition? Should/Can we compete?

c)       What are the typical pit-falls to watch out for, as we try to scale into high value selling?

Key take-away’s: This session will aim to discuss how Product companies can recognize and prepare better for handling Complex sales. Some of the points discussed would touch upon Account Coverage, Identifying the target market, Opportunity Qualification, Political coverage, Leveraging the Partner eco-system, Building a sales team….

Format: Three panelists. An introduction to complex sales followed by a discussion based on their own experiences for the initial 30 minutes. Participants are encouraged to ask questions that are close to their focus areas and make it interactive

avatar for Anal Jain

Anal Jain

Over 25 years experience in top management positions in major International and Indian IT firms. Key accomplishments include leading Wipro marketing to IT Industry leading status, building and leading IBMs business in India after their reentry into the country, and starting and... Read More →
avatar for Shankar Roddam

Shankar Roddam


Ranjan Roy

Ranjan Roy is a sales consultant and coach for start-ups and mature organizations wishing to expand and consolidate their presence in international markets. After a rewarding sales track in organizations like Oracle Financial Services Software (formerly i-flex solutions) and TCS... Read More →

Thursday November 10, 2011 12:30pm - 1:30pm IST
Aura - 3 Vivanta by Taj – Yeshwantpur, Bangalore No. 2275, Tumkur Road,

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