The Sales Transformation Podcast: Ep 97 – Winning Large Complex Deals Trilogy pt. 3: The role of culture and collaboration in securing wins w/ Jan Laros

15 October 2023

After a short hiatus this week we conclude our “Winning Large Complex Deals” trilogy of episodes examining the unique challenges and opportunities that major deals hold for salespeople.

Listen on Spotify Listen on Apple Podcasts

On this episode Phil is joined by Jan Laros, Sales Director at McCoy, who has achieved major deals by deploying the Consalia Sales Mindsets in his own selling. Jan also discusses collaborating with consortiums during the bidding process as well as the vital importance of cultural fit with the customer. 

Highlights include: 


  • [17:57] – Cultural click is a key component of closing deals 
  • [27:43] – Rising to the challenge of implementing a new ERP system in 3 months 
  • [35:15] – Collaboration with competitors can lead to better outcomes for everyone 


Connect with Philip Squire on LinkedIn

Connect with Jan Laros on LinkedIn


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