Target key decision makers early in the sales cycle from "summary" of Selling to Big Companies by Jill Konrath
To succeed in selling to big companies, you must target key decision makers early in the sales cycle. These are the individuals who have the power to say yes or no to your offering. They are the ones who can make things happen and allocate budget. If you wait too long to engage with them, you risk losing the sale to your competitors. Identifying these key decision makers should be one of your top priorities when prospecting. You need to do your homework and research the organization to understand who the key players are. Find out who holds the authority to make purchasing decisions and who has the most influence in the buying process. By targeting these individuals early on, you can tailor your sales approach to address their specific needs and concerns. Engaging with key deci...
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