Selling to Large Enterprises Abbas Haider Ali @abbashaiderali
Selling to Large Enterprises - A Practical Guide
Jun 25, 2015
Session at B2BCamp DC, an unconference held in DC in January 2013
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Selling to Large Enterprises
Abbas Haider Ali@abbashaiderali
Like a boss
Solve a problem
Classify the problem you’re solving
ProblemSolution
Known Unknown
Known compete educate
Unknown name your price
evangelize
Boil down the value
Revenue Cost
Be a 5 year old
Identify qualitative & quantitative value markers along the way
Checklist
Pricing
Alignment with value
Competitive and market standing
Timing and compelling event
Anecdotes of current pain
Understanding of political landscape
Champion and personal stake
Mechanics of buying
Thanks!www.abbashaiderali.com
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