Depending on who your target market is, the process used for sales can be very different. As I mentioned yesterday, after 4 years, we have just now launched the first product that requires sales to large corporations. Having no experience with corporate sales, I’ve learned quite a bit.

Luckily for us, our recently hired VP of Marketing comes with over 10 years experience of selling to corporations in our industry. Here is key difference I have noted:

TIME TO SALE

When you sell to consumers, you typically put together a “mass sales” strategy and put that strategy into action…

- Marketing
- P.R.
- Vendor/Distributor Relationships
- Good location for stores, etc…

However, when you’re selling to corporations, the process is very different and far more “personal.” A sale to a corporation typically requires a sales “team” that is very good at following up and answering multiple questions.

Any time there are multiple people involved in a sale, you have to be prepared for a lengthier process and also many “custom” proposals and “per case” pricing.

In a large corporation, there are many layers to the sales process - you have to find your way through the gatekeepers in order to get to the main decision-maker. Even after you find the main decision-maker (let’s assume you’re selling to the CEO), in larger corporations, that CEO will then want to have a meeting with the appropriate manager of the department to which you’re selling.

Some advice if you’re selling to large corporations:

1. Prepare to wait for the sale to close.
2. Assign a “sales agent” and make sure there is a close follow-up process.
3. Prepare for multiple sales calls/e-mails.
4. Pre-sales, ensure there is strong brand.
5. Hire as many “well networked” individuals as you can into your company.

The best way to decrease the sales time is to be heavily networked - the higher up the totem pole you start the sales process, the quicker the process will be!

The biggest piece of advice I have with corporate sales is that PATIENCE is key.

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