Remember: Big companies usually make group decisions, are risk-averse, and it can get complicated. More people involved means longer decisions. When buying something new or important, a big company might take six to nine months to buy with more people involved, more complexity, more systems and teams affected, and less tolerance for risk. The nature of the beast is it's harder for them to buy. So, in selling to them, one of your jobs is not to “sell,” but to help them buy. This often means you need to help the primary person at the company—the one who wants your stuff—sell it internally to
...more
