Playing Bigger Than You Are: How to Sell Big Accounts Even if You're David in a World of Goliaths
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.
"Finally a book for the small and medium sales teams out there that gives specific and practical strategies for 'whale hunting' . . . how to use our strengths as nimble and adaptable organizations to land the 'big one.' Playing Bigger Than You Are looks deep into the heart of these Goliaths, demystifying not only how they buy, but how we, the Davids of the marketplace, should position ourselves to win them over."—David B. Finch, President and CEO, ATCOM Business Telecom Solutions
"As the founder and CEO of a large organization, the tactics and strategies that the late Bill Brooks and his son Will outline in this book are right on target with regard to what we would expect from a smaller boutique vendor interested in winning our business.¿They've absolutely nailed how to navigate through the maze of the decision-making process at a larger organization! This book is a must-read for entrepreneurs, salespeople, and anyone else who is looking for a useful, on-target guide for winning bigger accounts."—John K. Harris, founder and CEO, JK Harris & Company