On October 19, 2009
Five Steps to Landing a Big Deal
If you have an innovative product or service with the potential to change the way your clients do business, you need to sell it to executive management. Here’s an approach that works for me. I first came across this when my good friend Bill brought a new product to market, beating SAP and I2 to a big enterprise software deal in Dow Chemicals. I’ve created a set of terms to describe how you can build relationships in an organization, create compelling business case and get it in front of the senior decision-maker. The Coach: After you’ve built an outline proposition for a target prospect, you need to find a coach to validate your assumptions and fine-tune your message. They will…
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