This content was created by Cameron Herold. This content was uploaded by Cameron Herold. This is a YouTube video titled "The Art of Closing Deals with Big Corporations" created on December 8, 2020, featuring Cameron Herold discussing the challenges entrepreneurial companies face when selling to large corporate clients and strategies to effectively manage sales prospects.
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Hey, everybody. I was just thinking a little bit about entrepreneurial companies selling into big corporate companies and some of the challenges that it presents to entrepreneurial organizations. So if I think back to the years that I used to do sales and I guess even during my career when I was doing sales, even as the COO of different companies, selling to a corporate audience, to a bigger company is very different from selling to a small one in one key way. They don't very often say no to you. You will find that you're often going to get strung along through their process and through them being political. So I don't know how to really describe it other than from my experience has been, you tend to keep getting told, yes, yes, this is interesting. Yes, send us more information. Sure. Come to a meeting. Yeah, I just want to get this other person involved and it keeps raising the hopes of the salesperson up. But in reality, what they're saying to you is, yeah, no, we're not interested, we're not buying. But they just don't say it. And I'm not sure why they don't say no, but they don't tend to say no. And I think the opportunity for us in the entrepreneurial world is to somehow get them to, you know, fish or cut bait. Just decide or tell us if you're in or not. So I've been using a very simple email recently when reaching out to prospects and just saying, hey, let me know really quickly. One, yes, I'm still interested and I'll get back to you right away. Two, sorry, I've been really busy. This is not the right time, but I'm still interested or no, I've changed my mind and I'm out. And either of those three answers are great. And I kind of just say that in the email when I'm sending it out to people. So finding a way to get some of these prospects off your list is as good as just stringing them along and thinking you've got hopes with them. You really want your salespeople and your team to spend time with real prospects and not with ones that are simply just interested in saving face and moving you along in the process. It also makes them look busy inside their own corporate world, which often just validates their own job. So be careful when you're selling into big corporate audiences.
