Selling into Companies

Discover how to successfully navigate a large B2B sale. Learn how to leverage industry issues, ask the right questions, establish your value, navigate bureaucracy, and more.

Introduction

• Welcome

1. Setting Up for Success

• Where does your solution fit?
• The five categories of critical customer intelligence
• Distinguish between buyers and users
• Learn about and leverage the compelling industry issues

2. Tailoring Your Approach

• Choose the best entry point
• Identify and understand your buyer
• How to reach the unreachable buyer
• Master your sales process
• Show up prepared

3. Creating Urgency

• Create a compelling opening
• Manage the first meeting
• The best sales questions
• The worst sales questions
• Business objective vs. product need

4. Closing the Deal

• Establish your value
• Navigate bureaucracy
• Competitive positioning
• Manage price obstacles
• Make the handoff

Conclusion

• Next steps