May 27, 2025

How do I sell to big companies?

A few people replied to my last message, to ask:

How do I sell to big companies?

As a first step, I recommend reading Selling to Big Companies by Jill Konrath.

That said, my fave approach if you have the time to do it is this:

Position yourself as the obvious choice in the mind of your ideal buyers at the big companies that you want to work with.

I’ll break that down into steps:

1. Make a list of the top ten big companies you’d like to work with.
2. Make a list of job titles at these ten companies that would most likely be the ideal buyers for your services.
3. Research the people in those positions to find out what they read, how they think, and what they want.
4. Show up in the things they read with the thing they want in the way that they think about it.

This requires doing a fair bit of detective work, some guerrilla marketing, and it probably means specialising like crazy, but it’s hardly rocket science.

Yours,

—J

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