Predictable Corporate Sales
Demystify, Take Control, and Consistently Win Corporate Sales without Cold-Calling, Referrals, or Losing Your Mind
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Introduction
John, a twenty something, smart, well dressed, newly earned MBA under his belt, is ready to tackle the challenge of selling to big corporate. The opportunity is exciting, huge rewards are his for the taking and his confidence is palatable. John throws himself into the company product and sales training, soaking up everything he can. The company has assured him that they understand that selling to big companies takes time and they are prepared to gut it out and support him. Finally John is assigned his prospect territory and is turned loose to set the world on fire, blow his quota out of the water and achieve Rookie of the Year.
Fast forward three months….
No one is returning his calls, the few meetings he had were with the wrong people, it turns out he really does not know enough about the product he is selling, his manager is asking irritating questions about what he is doing and the quota seems like a ridiculously unfair goal. Meanwhile there are other salespeople that seem to be achieving sales with ease. What is going on? Needless to say, John’s enthusiasm is gone, his confidence is shaken and he needs to make some changes or else face utter failure.
John’s situation is not just typical it is nearly predictable. The time it takes for a salesperson to arrive at this point and the exact variables and events may vary, but this situation happens or some variation of the same theme, to nearly every Salesperson that engages in the incredibly difficult arena of selling to Corporate.
After 38 years of selling to Corporate and being sold to by Corporate salespersons, I have written Predictable Corporate Sales System to demystify and provide battle tested insight that cuts through the bull. My goal is to equip the Salesperson with confidence and the tools needed to get the job done.
One of the problems with sales training is that the methodology and techniques tend to be generic to B to B selling and not applicable to the peculiar dynamics and behavior of selling to large companies (Big B). B2B can be a print shop selling to a local flower shop. This is a completely different context compared to a print company selling to Fortune 1000 company. Even worse, completely different than selling to Corporate, some sales training borrow from consumer sales methodology based in emotion and a lot of psychology. Hence I wrote this book addressing the unique highly competitive, high stakes arena of winning sales from Corporate.
Note that when I refer to Corporate, in general this means a Fortune 1000 company. Although I have found once a company is larger than 2,500 employees they tend to behave pretty much like all large companies.
If you are like me, you do not need another sales book that preaches about the obvious basics of positive attitude, persistence and relationship building. We all know how important these factors are so I will not bore you with their obvious importance. Predictable Corporate Sales System will drill down and provide the fundamentals and tools that build a foundation for a long term, consistent success selling to Corporate.
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About the Book
Trying to sell a product or service to a corporation is like navigating a maze: You think you know where you’re going, but then you hit a wall.
Duane Glader, MBA, has spent almost forty years in sales, and he guides you through the twists and turns that prevent corporate salespeople from achieving their goals. His specific techniques and street smart observations will help you:
schedule meetings with decision makers without the need for cold calling or getting a referral;
take important steps to boost credibility with the right people;
transform verbal agreements into written commitments;
jumpstart sales that have stalled.
Glader also decodes when “Yes” means “Maybe” , and “Maybe” means “No”, why all corporate executives are driven by time and fear (and how you can use this to your advantage), and the critical skills and attributes that all successful salespeople must have or develop.
Oozing with battle-tested strategies and real-world examples, you’ll close more sales than you ever thought possible with the Predictable Corporate Sales.
“This book will help rookie and seasoned sales professionals manage through complex decision cycles by picking up the right clues and indicators to close more deals, and as important, not squander time and resources on ones they won’t win.”
—David Gahn, president, Corporate Graphics International, a Taylor Corporation Company
About the Author
Duane Glader, MBA, also holds a bachelor’s degree in psychology. He leads a national sales and account management team for Career Education Corporation. He has thirty-eight years of business and sales experience, including time in commercial real estate, pop music, ERP software, consulting, higher education, and marketing.