Blue chip companies are a breed apart. Whether they are Fortune 500, FT-SE100, or CAC40 companies, these are the grown-ups of the business world and if you want to play in their league, you have to know the rules of the game.So, here’s the two things you have to know and observe every time you intend to approach a Large Account.
The fact that many executives are not able to make a buying decisions on their own comes as a shock for many people used to dealing with SMEs. It’s likely that the executive you target and meet, will take the decision to a larger team and then move it ‘upstairs’ to the C-level executives. This is especially true for the larger deals. You may well get a great response, share in some happy back-slapping and hand-shakes, only to find that the decision to buy from you has been reserved at a higher level. So, the key question is how to reach and influence all relevant stakeholders
2. The Sales-Process
We all know that you can walk into some SMEs, have a nice chat with one of the senior people and soon enough things move forward. It doesn’t happen like that at the big companies. The process can take a long time and be exhaustive, and the larger the deal the more complex everything can be.
Selling into the blue-chips can be a long, tiring and let’s face it, expensive and complex process, which is frankly why many fail at the first few fences. But, get it right, and you could develop highly profitable, long term relationships which will allow your own company to grow and prosper. Just always remember, that given the size of the prize, don’t rush it. Stay focussed, sure of your approach and method, and you could pull off some of the biggest sales of your life.
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