Ignoring complexity can lead to the loss of important business opportunities and
when we are facing a complex environment we need better and more sophisticated
instruments than the ones we use in simple one on one sales situations. We have to take
into account the different stakeholders with different goals and different strategies. We
need to understand the client’s decision-making process, map the main stakeholders, identify the triggers that will lead to action and be sure of who is an ally and who is a threat. Often we have to find out which is the real problem the client wants to solve. Therefore complex solution selling in a complex environment is a real consultative art.