“Which company should you try to sell to? “

When we were training our internal Sales and Telemarketing teams in selling large ticket ERP, we had a joke:

1. Target companies that are doing quite well – they have the cash flow to afford your solution.

2. Target companies that are doing very badly – their management will need to do something drastic to catch up with the rest of the market.

3. Also don’t forget companies that are in the middle. Its ERP based best practices can help them differentiate & stand out across the herd.

On a serious note – there are many reasons companies buy solutions. Pick the reasons that are most relevant to them.
And how do you that? By really doing your research and homework and making pitches that appeal to the company and the person receiving