Yesterday I was featured in this article in the Sales Management Newsletter about what it takes to locate corporate buyers.
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Finding the right decision maker in such massive corporations as GE or Chevron can be a lot like standing on the California coast and being told to swim to Guam. It’s a long way, it’s going to take a lot of work and while you know generally where you want to end up, you’re really not quite sure how to get there. Like the thought of that long-distance swim, the idea of penetrating a company where a single division might have 40,000 people spread all over the world can overwhelm even the most seasoned sales professional. So how can you help your reps find decision makers in large corporations?...
Read the rest of the article by Heather Baldwin at the Selling Power website.
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