Updated: Jan 7, 2020
Selling your product or service is the 'critical event' in business. For mid-sized companies, the path to success often lies through selling to large companies or organizations, or developing strategic partnerships with these large organizations. While the rewards can be high, it can be a challenging process, particularly if you don’t have clarity on how decisions are made in larger organizations. Here are a few tips that will reduce your frustration and increase your sales effectiveness with larger prospects.
Tip 1: Start Selling To the Middle While conventional thinking is that all critical decisions are made at the top of large organizations, the reality is that the mid level of management has tremendous influence on both the conten