Small vendors must overcome a number of challenges to be perceived as a safe business partner by large organizations. We provide eight tactics to enable technology product marketing leaders at small Internet of Things solution providers to successfully sell to large prospects.
- Identify the Characteristics of an Ideal Prospect, and List the Size-Related Issues That Will Influence the Prospect's Buying Decision
- No. 1 — Identify Your Ideal Prospect, and Focus Relentlessly
- No. 2 — Identify and Walk Away From Questionable Sales and Partnership Opportunities
- No. 3 — Prioritize the Size-Related Issues That Might Inhibit a Prospect
- Identify and Adopt Tactics to Address Each Specific Point of Resistance You Might Face Because of the Size of Your Company
- No. 4 — Shrink the Perceived Risk
- No. 5 — Build a Community of Supporters
- No. 6 — Enlist a Bigger Partner
- No. 7 — Be Irreplaceable
- No. 8 — Provide External Validation
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