How to win massive deals by playing the long-game
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Enterprise selling is a team sport. In order to win bigger, you have to get more people involved, which means longer deal cycles and deeper relationships. Learn how to handle complex deals with ease, according to Will Urban\\u2013CRO at Flexport, a supply chain and logistics organization.
In this episode, he\\u2019s sharing how despite pandemic challenges like longer sales cycles and more complexities, his team actually thrived.
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KEY TAKEAWAYS
[7:50 - 8:25] How Flexport embraces the long game
[18:12-19:07] A dive into their "deep selling" process
[26:44-27:03] Empathy + flexibility = the long game secret
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