Playing Bigger Than You Are: How to Sell Big Accounts Even if Youre David in a World of Goliaths

Are You Ready to Sell to the Giants?
If you′re a small business, it seems inconceivable that a giant corporation might need your help. But it′s a fact—the larger a company is, and the farther it extends its reach, the more it needs service and product providers who operate on a local and regional level. Whether you provide a product or a service, whether your business is in its formative stages or has created a strong local presence, you have a knowledge of customers and products that can only be gained from your valuable perspective on the ground.
From the birth of their business more than thirty years ago, the owners of The Brooks Group have lived the reality of building a small training business into a large purveyor of vital sales consultation services. Over that time span, they created the time–tested techniques that William P. G. Brooks and William T. Brooks bring to your doorstep with Playing Bigger Than You Are. This book will show you the benefits of investing your time and marketing efforts into winning larger accounts and give you all the tools you need to ensure your long–term business growth.
 

Spis treści:
Preface.
About the Authors.
1: Selling to Giants Will Transform Your Business.
2: Small Businesses Are Uniquely Qualified to Sell to Giants.
3: Finding Friendly Giants.
4: How Corporations Buy.
5: What′s Preventing You From Winning Big?
6: The Mental Side of Selling to the Giants.
7: Positioning Yourself to Sell to the Giants.
8: Learning the Buyer′s Language.
9: Developing Your Sales Presentation.
10: Making a Successful Bid.
11: You′ve Won It, Now Build On It.
Index.

Nota biograficzna:
William T. Brooks (1945 – 2007) was widely regarded as a leading authority on sales and sales management. He was the founder, CEO, and driving force behind The Brooks Group, growin g the company over more than thirty years into an internationally recognized sales and sales management training and consulting firm.
William P. G. Brooks has worked with hundreds of companies across dozens of industries to help them improve their sales and sales management training initiatives. He is dedicated to carrying on his father′s mission to help salespeople and their managers grow personally and professionally.

Okładka tylna:
Are You Ready to Sell to the Giants?
If you′re a small business, it seems inconceivable that a giant corporation might need your help. But it′s a fact—the larger a company is, and the farther it extends its reach, the more it needs service and product providers who operate on a local and regional level. Whether you provide a product or a service, whether your business is in its formative stages or has created a strong local presence, you have a knowledge of customers and products that can only be gained from your valuable perspective on the ground.
From the birth of their business more than thirty years ago, the owners of The Brooks Group have lived the reality of building a small training business into a large purveyor of vital sales consultation services. Over that time span, they created the time–tested techniques that William P. G. Brooks and William T. Brooks bring to your doorstep with Playing Bigger Than You Are. This book will show you the benefits of investing your time and marketing efforts into winning larger accounts and give you all the tools you need to ensure your long–term business growth.