Offer proof of concept or pilot programs to build credibility from "summary" of Selling to Big Companies by Jill Konrath
When you're trying to sell to big companies, you need to establish credibility right from the start. This is especially important if you're a small or unknown company. Big companies are cautious about doing business with new vendors, so you need to show them that you can deliver on your promises. One way to do this is by offering proof of concept or pilot programs. This allows the company to see your product or service in action before committing to a larger purchase. It gives them a chance to test drive what you have to offer and see the results for themselves. This can help alleviate any concerns they may have about the quality or effectiveness of yo...
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