Tips on Defining a Large Sale
Although the expected financial returns from a "large sale" vary from company to company, and from business to business within a company, a "large sale" generally includes these characteristics:
The sale is a multiyear contract.
The sales process is lengthy, frequently twelve months or longer.
Multiple resources are required from both the buyer's and the seller's organizations to conceptualize and close the deal.
The sale is multidimensional and includes products, services, installation, and/or consulting.
The deal provides an enterprise or facility solution.
The dollar value of the total deal significantly exceeds that of the typical sale or contract with the company's customers.
Not all customers will be interested ...
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