In this episode, B2B sales expert Martyn Proctor shares his insights on winning complex, high-value deals. He emphasises total commitment to opportunities, deep customer understanding, and visualisation of client success.

Things to listen out for:

02:59 - Understanding Big Ticket Deals

05:47 - The Importance of Visualisation in Sales

09:02 - Building Trust and Handling Objections

12:10 - Qualifying Opportunities and Red Flags

15:11 - Competing Against Larger Companies

21:05 - Handling Objections Effectively

32:49 - Understanding Pricing and Value in Sales

43:10 - The Importance of Prospecting and Lead Generation

50:30 - Consultants as Salespeople: A New Perspective

56:24 - Key Takeaways for Complex Sales Success