Punching above your weight
RajatLal
Punching above your weight
How small and mid - sized companies can work their sales approach to win enterprise business against larger competition players
My experience has been sales in Technology and Outsourcing all throughout - globally and in India. And most of it working with growing organizations that have matured to compete globally.
This session talks about some of these experiences,
- Maximizing on limited face-time opportunities with the client to convert a global win
- Competing against global MNCs having local established presence in an alien market
- Leveraging the web and inside sales to win global accounts
And some learnings, values and approach to business development:
- sales is a process; sales is an art
- taking your offering to new markets - the steps that make the difference
- showcasing your success stories - is all about showcasing your people who created those successes
- building a partnership - the role of culture
- how a lion hunts - ingredients for winning enterprise business
Target audience
- Sales, Marketing, CEOs/CTOs, POs, Solution Architects, Business Analysts