Improving the effectiveness and efficiency of large deal pursuits, I work with Sales leaders and their teams to help them win large, strategic deals.
When IT-Companies pursue their strategic targets, mostly with regards to outsourcing, you want to ensure that they spend their money in an optimal way. I will work with the deal teams right from the beginning – qualifying those opportunities that can be won, up to the closure and negotiation – ensuring that there is not a last minute hiccup when a competitor makes a last minute surprise move.
I am working for the last 20 years in the IT-Industry and have been doing numerous deals and also lead sales teams working on Industry specific clients like Transportation and Logistics or Pharmaceuticals. Through this first hand experience and a lot of client feedback I have a deep understanding of root causes why deals are won or lost – in most cases it is directly correlated to the commitment and the management support of the deal team, and their ability to shape a solution that perfectly fits the needs of the customer. I am currently working for Tata Consultancy Services as part of the Large Deal Team in Europe.
Ensuring that the deal team generates the best possible sales pitch throughout the deal pursuit and that they stay on track is one of my tasks as a coach to the team.
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