In this five-part series, we explore the necessary elements of selling into large organizations. In Part 1, we outlined the importance of making heroes as a mechanism to optimize sales success. Part 2 looks at entering the sales relationship.
The relationship contains two critical components:
Let’s start with those individuals that you can see. As you begin to build a new relationship inside a prospective firm, there are two methods that can prove successful:
In terms of the Caspers, let’s start with a more comprehensive definition. In many cases, there will be decision makers for your product or service who will influence the sale and whom you will never meet.
How can you influence these individuals that you will never meet?
Strategizing your approach in terms of the people you will meet and those you will not can be a powerful way to optimize your sales success across all decision makers and influencers.
by Jeff Bilyea