John led sales in large IT providers for 39 years. Since 2004, John has worked with B2B selling organizations to transform the way they sell. John is passionate about enhancing professionalism in sales and this led him to found Sales Leader Forums and Sales Masterminds APAC. He’s also co-authored a sales novel, The Wentworth Prospect, which focuses on young salespeople from startup software companies attempting to sell to large corporations.
In this episode, John talks about the challenges small businesses face when selling to large organizations.
Here are some of the topics covered in this episode:
How larger organizations identify a need and eventually buy
The best strategy for outside salespeople to get past potential gatekeepers
Tips for getting past or working with a gatekeeper
How salespeople can lower their client’s perceived risk when selling higher priced items