Download Playing Bigger Than You Are: How to Sell Big Accounts Even by William T. Brooks PDF

By William T. Brooks

The small or mid-sized company' advisor to outselling the large boys

usually, small or mid-sized companies do not believe they've got the assets or the expertise to compete with the bigger opponents of their undefined. yet simply because they do not have the advertisements budgets or buying strength in their higher opposite numbers doesn't suggest they cannot play ball. For revenues organisations, carrier issues even more than size.

in case your revenues enterprise is competing with a lot higher fish, the percentages are stacked opposed to you. burdened and powerless, annoyed and beaten, you are tempted to renounce. yet smaller companies frequently locate merits over their larger competitors.

    • comprises confirmed strategies to assist small companies take on larger competitors
    • writer William T. Brooks is usually the writer of The New technology of Selling and Persuasion and How to promote at greater Margins Than Your Competitors
    • exhibits you ways to thieve marketplace percentage from larger owners with higher resources

simply because your enterprise cannot flood the industry with salespeople or contend on financial system of scale and buying strength, that does not suggest you cannot compete. the key is Playing greater Than You Are.

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Additional info for Playing Bigger Than You Are: How to Sell Big Accounts Even if You're David in a World of Goliaths

Example text

Critical Points from This Chapter r Most of us make the mistake of focusing only on a company’s end product when considering our market potential with the company. We assume a company that makes widgets is only interested in suppliers who can make widget parts. ” r A delivery problem is virtually always the reason you will lose a sale to one of your existing customers. r The absolute best suppliers work closely with their clients to ensure that delivery of needed goods and services is justin-time (JIT).

But they’re not the only factors that go into becoming a key supplier to the giants. The past 15 to 20 years have brought a revolution in purchasing and a rise of supply chain economics. Large organizations—if they’re smart—are looking enterprise-wide for solutions, savings, and efficiencies. As a result, the purchasing function has become far more strategic than in the past, and departments throughout the organization are changing. Although there are certainly purchasing personnel who are tasked with placing day-to-day orders and fulfilling other clerical functions, the overall purpose of the purchasing department has become more strategic.

R Some contracts are earmarked to be sole-source, nonbid proposals, competitive bids for small business vendors, or both. From their list of eligible suppliers, some corporations develop a list of qualified suppliers for each contract—well before contract announcement or proposal solicitation, so that less time is wasted qualifying eligible suppliers. Job size has a lot to do with this determination, along with knowledge of capable suppliers with whom the purchasing department is already acquainted.

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