The Magic Sales Tool
As part of the nascent "Startup Therapy" group here in Philly, I participated in a great conversation yesterday about all things startup related. One of the topics we touched on was selling into big companies.
Here's a great article that covers some of the major things to consider: http://www.successmagazine.com/Selling-to-Big-Companies/PARAMS/article/570/channel/16
One thing that this article overlooks (or maybe assumes) is that you need to build personal relationships based on openness and trust. Big companies are made up of real people. Real people who get their asses kicked (aka fired) when they choose the wrong vendor. If your contacts at the company don't trust you, they won't go to bat for you with their boss.
What's the magic, super-secret trick that instantly creates trust in the corporate environment?
There isn't one. In my humble experience, the old fashioned approach is the one that works. Spend time with people. Genuinely listen. Help them with things that don't provide you with an immediate return. Give them open and honest feedback. Really care about them as human beings. (Don't just pretend to). Build solutions that will help them (not just your bottom line).
What should you do if you're in a rush, don't really care about your customers, and have a product that requires "mistruths" to be sold?
Start a business in my industry, because I'd love to compete with you.
