Gartner Research

Selling for Success: Sales Enablement Strategies for Small IoT Solution Providers

Published: 29 May 2018

ID: G00356540

Analyst(s): Nick Jones , Nathan Nuttall

Summary

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.

Table Of Contents
  • Key Challenges

Introduction

Analysis

  • 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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