PLAYING BIGGER THAN YOU ARE: How To Sell Big Accounts Even if You're David in a World of Goliaths -- Contents -- Preface -- About the Authors -- Chapter 1: Selling to Giants Will Transform Your Business -- The Business Is Out There, Waiting for You -- Many Giant Organizations Will Make It Easy for You -- Why Some People Should Not Sell to the Giants -- Moving Ahead -- Critical Points from This Chapter -- Chapter 2: Small Businesses Are Uniquely Qualified to Sell to Giants -- Suppliers Just Like You Are Needed -- What Are the Giants Looking For? -- A Special Note about Sustainability -- Small Businesses Are Uniquely Qualified to Meet These Requirements -- Choosing Your Battles -- Critical Points from This Chapter -- Chapter 3: Finding Friendly Giants -- Friendly Giants Are Out There -- Before You Pick Up the Phone or Complete Supplier Qualification Forms -- Golden Rules -- Critical Points from This Chapter -- Chapter 4: How Corporations Buy -- Variety in Purchasing Procedures -- Purchasing and the Supply Chain -- Essential Performance Factors -- Typical Procedures -- Understanding the Purchasing Department -- Vendor Prequalification -- Critical Points from This Chapter -- Chapter 5: What's Preventing You from Winning Big? -- It's Easy to Lose Perspective -- The Myth of the Brand -- It's OK to Start Small in a Big Organization -- Having a Strategy Is the Best Way to Ensure Success -- Are You Talking to the Right People, and in the Right Way? -- Being Afraid Limits Your Options -- Critical Points from This Chapter -- Chapter 6: The Mental Side of Selling to the Giants -- Traits of the Giant Slayers -- What Values Have to Do with Success -- Selling to the Giants Takes Creativity-Don't Block Yours -- Enthusiasm: The Secret Ingredient -- Critical Points from This Chapter -- Chapter 7: Positioning Yourself to Sell to the Giants.

Why Is Your Personal Positioning So Important? -- Trade Shows and Other Association Activities: Acres of Diamonds -- Staying in Touch -- Getting (and Keeping) Your Foot in the Door -- Precall Planning: Being Prepared -- Critical Points from This Chapter -- Chapter 8: Learning the Buyer's Language -- What Decision Makers Need (and Want) -- Five Types of Wants -- Why You Must Pay Attention to Needs and Wants -- Who Influences the Buying Decision? -- Words That Sell -- Purchasing Parlance: The Unique Vocabulary of Purchasing -- Critical Points from This Chapter -- Chapter 9: Developing Your Sales Presentation -- Everything Up Until Now Was Prework -- Preparation: Precall Planning -- Professionalism-and the Importance of the First 19 to 34 Seconds -- Your Presentation -- Questions for Senior-Level Decision Makers -- Proof -- Performance -- A Word About Team Selling -- Critical Points from This Chapter -- Chapter 10: Making a Successful Bid -- All Contracts Are Negotiable -- Avoiding Big Tactical Mistakes -- Self-Analysis: -- Critical Points from This Chapter -- Chapter 11: You've Won It, Now Build On It -- Making the Most of Your New Account -- Developing Strategic Relationships -- Account Maintenance versus Account Management -- Returning to the Critical Roles of Quality and Delivery -- Is Every Account Automatically Qualified for More Sales? -- Tips for Maximizing Your Accounts with the Giants -- Conclusion -- Critical Points from This Chapter -- Index.