If you’re selling to big businesses, this newsletter post is a “must read”. It’s focussed on software, but many of they key points apply almost any small company selling to a big one – not just B2XLB” sales!
I’ve written something on this topic before in: Unlocking Sales to Giants
P.S. If you enjoyed todays link, there is more from the author at the Kalzumeus blog (and podcast) here: http://www.kalzumeus.com/blog