Selling to enterprises demands patience, strategy, and a whole lot of finesse. So, if your startup dreams hinge on those big, blue-chip logos, here are 6 tips to navigate the corporate labyrinth and land the deal: Selling to giants requires patience, strategy, and a dash of daring. But with the right tools, navigating the corporate…
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1. Curiosity- the most important thing If you see da Vinci’s sketches, you will see an exuberant & playful mind dancing across nature. He asks & answers 100s of charmingly random questions. Leonardo did not need to know these things to paint the Mona Lisa – it helped! 2. Create a reality distortion field When…
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Imagine you are a David (a small startup) fighting established Goliaths 10X your size to win a customer 1000,000X your size. As a salesperson – you should make it as smooth as possible for your customer to buy from you, right? No – disrupt their buying patterns to increase your chances of a sale! All…
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Every sales leader loves looking for that ‘fire in the belly salespersons’ (FIBS). Unfortunately, FIBS is often a lazy substitute for not building a great product that is differentiated well, marketed well but to be magically sold so well that it rakes in all the revenues in spite of the product-market mismatch or past ku-karma.…
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Startup sales enthusiasts are hell-bent on trying to connect with a Fortune 500 CXO to sell. Here is some advice from the LeadStrategus’s get meeting manual: 1. You don’t need to chase the biggest! Find accounts that are buying your category. Using LinkedIn Insights & a bit of analytics pixie dust you can find them.…
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