Surveying corporations

5 replies
I have an idea for a software right now that I know for a fact can help middle managers in customer service centers in the big 5 canadian banks.

The problem is that I don't think I have anywhere near the experience to deal with the big 5 so I would just like to know if it has broader appeal.

So I had a few qs:

1-Do the principles from selling SMBs or individuals work (assuming you reach the decision maker)? Many people do not think so because of commitees and such.
2-For those that sell software to corporations, do the IT department sometime give you trouble? And do they sometime just take your idea and run with it?
3-At what size do companies usually start having a middle management layer?
4-At one of the companies I worked at selling conferences via the phone, they had two people just doing surveys prior to setting up new campaigns.They got the name of the DM (hopefully) and his title, they asked them what they needed, etc etc.

So is it a good approach to do surveys to get info on the corporate structure and who is who? Or would it be simpler to simply rely on the good faith of the Gatekeeper?

Thanks
#corporations #surveying
  • Profile picture of the author AidenTingley
    1 - With SMB's and individuals you normaly only that to sell to 1 person.

    With big business's you have to sell to 1 person, you then have to rely on that person to sell your product to the other decision makers becuase it has to be agreed by the how team not just one person.

    3 - The way I look at it is that you need a tewam of atleast 5 to have a team manager and 3 team manager to have a manager of managers and atleast 2 of them to have manger of manger of manager. If that makes sense? lol

    Regards - Aiden
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  • Profile picture of the author SashaLee
    Hi there,

    Get yourself a copy of this book. You can even get it for a penny used.

    Amazon.com: Buying Choices: Solution Selling: Creating Buyers in Difficult Selling Markets

    It will teach you how to navigate the corporate structure one person at a time.

    Forget the surveys - you'll get mostly lies, or you'll get responses from secretaries who don't have a clue about what you're trying to sell.

    All the best,

    Sasha.
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    • Profile picture of the author ewenmack
      Get into Bryan Kreuzberger's world.

      He has sold software into Bank Of America and other household name corporations.

      He knows how the levels of hierarchy work
      and how to exploit them, especially useful when you don't
      know who makes the buying decision.

      Best,
      Ewen
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      • Profile picture of the author Joe J
        Originally Posted by ewenmack View Post

        Get into Bryan Kreuzberger's world.

        He has sold software into Bank Of America and other household name corporations.

        He knows how the levels of hierarchy work
        and how to exploit them, especially useful when you don't
        know who makes the buying decision.

        Best,
        Ewen


        Hi Ewen,

        Thanks for this reference. I'm very interested in what this gentleman does.

        I'm downloading a couple videos now to listen to or watch later.

        Are there any other people who does what he does or books that are good reading that you can point us to also?

        Thanks Again,

        Joe
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        • Profile picture of the author ewenmack
          Originally Posted by Joe J View Post

          Hi Ewen,

          Thanks for this reference. I'm very interested in what this gentleman does.

          I'm downloading a couple videos now to listen to or watch later.

          Are there any other people who does what he does or books that are good reading that you can point us to also?

          Thanks Again,

          Joe
          Joe, my recommendation is just go with Brian
          and absorb what he teaches rather than skim
          material.

          Best,
          Ewen
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