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Selling to Big Companies Jill Konrath
Publisher: Kaplan Publishing

Big Rock #3: Buy stocks being heavily bought by institutional investors. I sell shrink-wrapped utility software for around 80 USD per computer it is run upon. Start-up selling to big companies is one of the hardest jobs around. Selling a brand new product or service is one of the toughest jobs around. You may be a new firm, a small firm or you may have very little experience in the industry you want to pursue. I've just been sent a rather lengthy legal document by a very large US company that is interested in buying my software. I have been selling ideas for a long time, and decided to become a book packager (which I did before doing what I do now) solely because it's an industry that makes it possible to sell ideas. Big Rock #2: Focus on companies with big earnings growth and a new, innovative product or service. Yet you have your sights set on big company you would like to have as a client. Here's just what you need to know to win. Your product is still being built. Just as US companies face big cultural differences when going to China or India, the same is true for Chinese and Indian manufacturers and online retailers selling in the US. Avoid those they're heavily selling. For a micro-ISV, selling to big businesses can be more lucrative than selling to consumers.