CREATIVITY
EXPERTISE
Different Thinking. Real Impact.
Deep Experience
Most teams treat a complex opportunity like any other deal. That's usually where things start to go wrong.
The methodology for complex deals
There's a different way to think about this. Merrick Walford has spent over 30 years inside the world's most complex commercial deals — on both sides of the table. This is what he built from that experience.
Experience on both sides of the deal
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Complex sales deserve their own methodology
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45 years. 25 countries. One approach.
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Selling is more than sales
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Real intelligence, not artificial ·
Experience on both sides of the deal · Complex sales deserve their own methodology · 45 years. 25 countries. One approach. · Selling is more than sales · Real intelligence, not artificial ·
About Merrick
There are two types of people in complex deals. Those who don't know. And those who don't know they don't know.
Complex opportunities are not regular sales. They require a different mindset, a structured approach, and someone in your corner who has actually been there.
Merrick Walford spent 38 years with Schlumberger, working across 25 countries and building one of two global Commercial Centres from the ground up. He has sat at both ends of the table — selling, procuring, negotiating, and coaching teams through the deals that matter most.
He now works with sales managers, commercial teams, and the organisations that hire them — bringing the experience, the framework, and the straight talking that complex deals demand.
The reality
Complex deals don't fail because of effort. They fail because of approach.
This applies on both sides of the table. Complex services are just as hard to buy as they are to sell.
01
The bigger picture
Often teams focus on the deal in front of them. The real opportunity is the relationship behind it.
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Structure over instinct
Experience matters. But without a framework too much is left to chance.
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Both sides of the table
Winning and delivering a complex deal requires understanding of the business needs — not just what they're asking for.
04
Real intelligence
No pre-canned answers. No pipelines that mistake time for progress. Just clear thinking applied to your situation.
The thinking behind the methodology — told as a story.
Selling is More Than Sales takes you inside a high-stakes complex commercial opportunity from first contact to contract award. It is not a textbook. It is a story — and the strategy reveals itself as the story unfolds.
Written for sales managers, commercial teams, and anyone who has felt that something more was needed on a major bid but wasn't sure what.
Work with Merrick
Start with a 30-minute discovery call. No agenda, no pitch — just a conversation about where you are and whether there's a fit.
If this speaks to you, the next step is simple.
Or explore how we work together →