Secret Techniques for Selling to Enterprise Clients
summary
Describes 13 unconventional, often unspoken sales techniques for selling to enterprise customers, focusing on tactics used by professional sales teams of American vendors. Covers practical, competitive strategies that aren’t found in standard books and are considered ethically questionable but effective in corporate B2B contexts.
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chapters (16)
- 0:00Introduction
- 3:16What is a Corporation
- 17:36Differences in Selling to Corporations
- 22:34Decision-Making Chain: Who Takes Responsibility?
- 23:27Who Bears Responsibility?
- 26:23Interest Matrix
- 30:03Trust or Relationships
- 31:34Selling Through Foxa
- 33:49Who Will Call First?
- 37:02The Illusion of Control
- 37:44One-Contact Task
- 38:25About 'Ships Plowing the Seas' or Specifics
- 40:23How to Work with Related Interests
- 41:36Sell or Educate
- 44:19What to Do with Competitor Advocates
- 47:03Features of Corporate Sales Funnel