Why Selling to Big Companies Is Different From Selling to Small Companies — Part #2

Selling to Big Companies

“Total personalization is essential for penetrating big accounts. Write your letter specifically for the decision maker you want to meet.”

Credit to Author

The News about Networking

The news about networking is that much of it doesn’t work and most networking events are useless for sales. Corporate decision-makers don’t attend them. Making your networking effective requires enormous effort, including sculpting the right elevator speech a scaled-down version of your value proposition focusing on problems, benefits and opportunities. Once you have your elevator speech, find creative ways to meet relevant people.

Use your contacts, such as salespeople in related markets, friends, fellow alumni or suppliers. Attend events your prospects are likely to attend, such as trade shows and big conferences. Consider a strategic alliance. Look for partners who could benefit from offering a collaborative solution to a major company’s problem. Today’s market demands innovation and creativity in networking as in other things. For instance, tell people which companies you are trying to reach. They may have helpful information…