Entering a large account is a little like a campaign: individual battles may be won or lost, but the ultimate goal is the big deal. Here’s an illustration of the top 3 strategies you can use to ensure you win. Feel free to print it out and stick it on your cubicle, wall, or wherever else you like
I’m often asked to help people get into sales, and I’m often baffled by the request. Selling is like any other job, and while the interview can be trickier, it’s no more or less difficult than that for (for example) tech support. You’re expected to come in knowing a bit about the field, and with a good awareness of the role itself. Since there seems to be quite a bit of confusion around this, let me give you a few tips on what to prepare for when getting into sales.
As a salesperson you come across gatekeepers every single day, and you’re probably frustrated with them by now. These are the people who stand between you and the decision maker: secretaries and personal assistants, and even receptionists or switchboard operators. There are hundreds of schemes and tricks out there to get past the gatekeeper, and most of them don’t sit well on anybody’s moral compass or will permanently sour your relationship with them. I’ve had experience in many markets across a number of fields, and I’d like to give you my top 5 tips on how to deal with gatekeepers.