Advice: Selling to Big Companies
by Cem Basman
Snapped up in a business blog:
Don't waste their timeWell. Yes. True. Somehow. Are there any rules? Or cookbooks to success? Not really. Both sides want to make a deal or not. If they want it with you, they make it with you. If not, no advice will help you. Big deals are always a matter politics. And price. Seldom quality. Yes. Indeed. That's true. That's an advice from an old-timer like me. Would you like a beer?
Don't try to be their friend
Don't expect them to tell you about their business
Don't give them a product dump
Don't use any self-serving verbiage
Don't expect them to intuit the value of your offering
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