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...Similar Posts
Develop a systematic sales process
To achieve consistent results and scale a sales team effectively, it is crucial to establish a systematic sales process. This p...
Stay true to your principles
When we talk about staying true to your principles, we're really talking about alignment. That's the key. When your actions are...

The customer's perception is your reality
The customer's perception is your reality. Your success in sales depends on how the customer perceives you, your product, and y...

Create a sense of urgency by highlighting the consequences of inaction
To capture the attention of busy decision makers, it's essential to highlight the repercussions of not taking action. When you ...
Leverage technology to improve sales effectiveness
In today's fast-paced business environment, leveraging technology is essential for improving sales effectiveness. Sales teams c...

Stay proactive in your outreach and communication with prospects
To succeed in selling to big companies, you need to be proactive in your outreach and communication with prospects. This means ...
Effective salespeople focus on continuous improvement
Salespeople who are successful in making major sales understand the importance of continuously improving their skills and strat...
close with commitment
The concept of closing with commitment is a critical element in successful sales interactions. It involves not only securing a ...
Always strive for continuous selfimprovement
In the pursuit of greatness, one must embrace the idea of constantly seeking to improve oneself. This is not merely a suggestio...