7 Tips for Selling To Large Companies

Selling your product or service is the 'critical event' in business. For mid-sized companies, the path to success often lies through selling to large companies or organizations, or developing strategic partnerships with these large organizations. While the rewards can be high, it can be a challenging process, particularly if you don’t have clarity on how decisions are made in larger organizations. Here are a few tips that will reduce your frustration and increase your sales effectiveness with larger prospects.

Live Your Life with Passion and a Purpose

“The true soldier fights not because he hates what is in front of him, but because he loves what is behind him.” ― G.K. Chesterton

In Victor Frankl’s beautiful book, “Man’s Search for Meaning” he describes, from his personal experience, how some people can endure almost any hardship if their will to live is great enough.

Lead by Example with Good Character Every Day

"Example is not the main thing in influencing others. It is the only thing." — Albert Schweitzer

Forget Multi-Tasking and Focus!

“Concentrate all your efforts up the work at hand. The sun’s rays do not burn through until brought into focus.”
– Alexander Graham Bell

We are inundated by multiple tasks throughout the day, most of which are NOT of our own doing. These tasks are big and small, important and non-important, urgent and non-urgent, our own priorities and others. We become overwhelmed by the tasks and risk becoming ineffective, stressed or making mistakes.

Thinking Big: Expand Your Thinking to the Biggest Opportunity

“Whether you think you can, or think you can’t, you’re right!” – Henry Ford

Like most things in our life, the size of our thinking is just a habit. And if we are going to be thinking anyways, we might as well think big!

How to Use Lean to Increase Customer Satisfaction, Grow Sales and Build Your Company

The concept of Lean was recently popularized within the technology community by Eric Ries’s excellent 2011 book, The Lean Startup. While the concept of Lean is new to the technology community, the principles of Lean were developed and adopted by other leading industries many years ago, particularly in manufacturing and logistics, and have proven to create significant and enduring enterprise value.

Use Accelerators to Get There More Quickly

George Bernard Shaw once said that “Youth is wasted on the young!”. It’s true, not because the youth don’t necessarily appreciate the abundance they have at a tender age, it’s because they don’t appreciate the time they have remaining to truly accomplish great things. We all like to think that we have ample amount of time to accomplish everything we wish in our lives. The reality is quite different. We often underestimate the amount of time, and effort, involved in truly accomplishing great goals – since we likely haven’t done it before.

Action! The habit of every great business builder.

Have you ever noticed how some people seem to perpetually be winning, moving forward all the time, despite the fact that they may not have gone to the best school, or come from a moneyed family, or even be that bright?  However, those people seem to be able to attract success to them in an uncanny way, always doing things and constantly moving in the right direction. 

Leadership For Growth


Building a great company requires four key ingredients: a unique idea which fills a market need; a fundable and executable business plan which creates significant value; a combination of the exceptional talent and capital necessary to execute the plan; and, solid leadership with vision, passion, courage, experience, and the burning desire to succeed.  It is this leadership, at all levels, which ultimately drives success, sets a path forward, overcomes significant obstacles, and achieves sustained growth. 

Strategic Planning

Creating a well thought-out, focused and thorough strategic plan is critical to the enduring success of any enterprise.  A strategic plan provides the big picture framework for a company, against which it can then execute in confidence.  The strategic plan should answer the big picture questions for the company concerning mega trends, market opportunity, unique core competences, business models and shareholder value creation.


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