Selling to Big Companies is a production of Leapfrog Strategies. Your online resource for sales techniques, sales strategies, sales tips and sales training for selling products and marketing services.
Selling to big companies can take your business to a whole new level. But where do you begin? The sheer size and scope of most large firms is overwhelming. And why would corporate buyers ever want to meet with you? Their company is full of top-notch talent and they already have a wealth of suppliers.
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In today's market, a strong value proposition captures the attention of corporate decision makers. Yet most companies have such weak ones that it's amazing anyone can sell anything. In fact, a recent study showed that 75% of executives blamed the failure of their new products offerings on inadequate value propositions.
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Not every big company is created equal. Some offer great potential for your firm, while others are a waste of time. Discerning when and where to invest your sales times for maximum return is critical for your success. Making more calls is not the answer!
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In big companies, corporate decision makers go to great lengths to protect themselves from unwanted interruptions. They frequently check caller ID first to decide if they'll even answer the phone. If they don't know who you are, your call is sent to voicemail. When they listen to their messages, you just have a few seconds to catch their attention.
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Most sellers cringe at the obstacles and objections they invariably hear when they finally connect with the decision maker or the gatekeeper. They babble something that sounds stupid even to themselves. The next thing they know, they're being politely dismissed with a "We're not interested" response. In this session, you'll learn how to get through the "tough stuff" without sounding like a manipulative, self-serving salesperson.
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