Sales tips when selling to large companies

February 1st, 2016

Effective strategies when attempting to schedule meetings with corporate decision makers.

 

Today’s post is by Tyler Walther; Account Manager at SafeSourcing

If you have made attempts for sales calls with any large corporation, you know how frustrating it can be. If the company you are trying to work with likes your product or service, they will want to do business with you. Admittedly that is difficult to see when you are trying to get your foot in the door.

Break down the large company into specific divisions. You will find it easier to get your contact if you pursue opportunities in divisions of an organization. For example, rather than being intimidated by trying to sell to Lockheed Martin, single out the specific department, applicable to your business and obtain the contact through that means. This will allow you to get the names of potential decision makers and conduct the due diligence without being overwhelmed.

Do your homework. You must research the company, their industry and their market. Sharpen your knowledge on their business issues, challenges, goals and objectives. Corporate decision makers don’t have time to update you about their business. They also do not want to learn about your offering unless they know that you bring value.

Establish a connection with multiple people simultaneously. Bring to their attention that you are speaking to others within their company. Ask your contacts to help you identify everyone you should know in the account. Most corporate decisions involve multiple people so it only makes sense that you would have relationships with many contacts within a large organization.

For qualified sales professionals, please contact SafeSourcing. We enjoy bringing this blog to you every week and hope you find value in it. For more information on how we can help you with your procurement needs or on our “Risk Free” trial program, please contact a SafeSourcing Customer Service Representative. We have an entire customer services team waiting to assist you today.

We look forward to your comments.

 

 

 

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