Description

Topic: Think Like a Buyer – How do big company buyers think about small company providers?

Join us for a special panel presentation of Whales and Whale Hunters and learn what big company buyers think about small companies and how to overcome Whale fears.

The four circumstances that Whales fear:
• Change. Any variation from what they are doing now
• Conflict. Any disruption of the relationships, be they inter- or intra-departmental, between the whale and customers, or between the whale and current suppliers
• Work. Any additional expenditure of effort or activity in the current workload of the people with whom you are meeting
• Failure. Mistakes, shortcomings, problems, or any other public signs of a bad decision

This interactive discussion will focus on:
• What the whale buying environment is like today, given the economic climate
• Defining specifically what scares whales about small companies
• On how and why whale companies buy from small companies
• Knowing what questions to ask when bidding on whale business to make sure your solution fits the needs
• What you can do to get the attention of the buyer as well as the decision makers at Whale companies
• What you can do specifically to alleviate fear
• First hand experiences from Whale Hunters on how they successfully landed Whales

You don't want to miss this informative presentation – register today!