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Common Questions and Answers
You’ve landed a meeting with a dream client that changes the trajectory of both your career and your company. Given the size of the deal, the project and preparation are also going to be correspondingly large. Seems overwhelming, doesn’t it? Not if you follow this guide.
Just as this is multi-departmental effort on your end, so, too, is the buying decision likely to involve more than one department. That means you’ll want to approach intelligence gathering from multiple angles. After all, you don’t want to succeed in convincing the influencers and decision makers, only to get undermined by their legal or procurement team, for example.
Getting a chance to pitch to a major client is a real milestone in a sales rep’s career. To be successful, they’ll need to be backed by a total team effort, diligent and complex preparations, and repeated rehearsals. The hard work will be made all the sweeter when that dream sale closes.
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