#92 – Winning Large Complex Deals Trilogy pt. 2: The human aspect of bidding with Mike Hurley

In the second part of our “Winning Large Complex Deals” series Phil is joined by Mike Hurley, Consalia alumnus and Founder of Ghostarm Ltd.  Mike helps organisations improve sales effectiveness through team mind-set change. He is a subject matter expert for strategic and tactical revenue generation, having worked across a range of industries at companies including IBM, HP, and Atos.   Mike is also an early graduate of Consalia’s master’s programme and a Founding Fellow of the Institute of Sales Professionals. During Mike’s time working for Hewlett Packard he worked with Phil to implement Consalia’s Winning Value Proposition™ system for large bids with staggering results. Listen now for the full story along with plenty more wisdom, including: [24:53] - Working on big deals and the importance of managing internal stakeholders [37:07] - Data vs insights and the human aspect of bidding [41:34] - How HP used Consalia’s WVP™ system to win £4.35 billion worth of deals  Connect with Philip Squire on LinkedIn -   https://www.linkedin.com/in/philipsquire/   Connect with Mike Hurley on LinkedIn -  https://www.linkedin.com/in/mikehurley1/   Sign up for our Sales Transformation community -  https://info.consalia.com/consalia-community    Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today -   https://www.consalia.com/mindset-survey/?utm_medium=podcast&utm_source=transistor&utm_campaign=tl23