There are natural advantages women bring to the B2B sales process including their ability to read a room and understand what’s going on inside a buyer’s head. Women are especially good at reading emotions and assessing a buyer’s fear.
What would you pay to sit down for coffee with the Chief Procurement Officer of Coca Cola and learn about how they buy? If you’re trying to sell to Coca Cola, you’d probably pay a pretty penny. What would he likely tell you? “Be Different,” said Ken Carty in this 2010 article by Inc. Magazine. His other basic advice? Get in early. Do your homework. Follow the process. Want more insider info on how to sell to big corporations? Here are links to all the articles published by Inc. Magazine.