Tackling the Titans: How to Sell to the Fortune 500

By Julia Hubbel

Tackling the Titans: How to Sell to the Fortune 500 was written for the supplier who wants to do business with America’s largest companies. Whether you’re looking to provide this book to your supplier community or purchase just one to put in your personal sales library, this could be the best decision you make.

Created with the unique perspective of the MWBE , veteran and small business owner in mind, Tackling the Titans goes right to the heart of what works and what doesn’t: How to present your business case to supplier diversity professionals and procurement. How to develop and deliver a quick value proposition and capability statement, and how to differentiate yourself among a sea of similar competitors.

With real stories from the field, expert advice, examples and suggestions throughout, Tackling the Titans provides the perfect resource. Whether attending a corporate supplier event, WBENC National Conference, matchmakers, procurement events, Chamber mixers, NMSDC Regional Council Business Opportunity Fairs or NMSDC in October, suppliers have to be able to crisply and succinctly present their business case. At networking events, on an airplane, casually at a party, business owners and suppliers must be able to answer the question, “What do you do?” This amazing little book teaches how, in simple, straightforward steps.

• Language: English
• Publisher: Julia Hubbel
• Release date: Jun 28, 2011
• ISBN: 9780982863145

Book preview

Introduction

By applying the principles and lessons found in this book you can vastly improve your chances of doing business with America’s major corporations if you have a product or service that fits their needs.

Imagine that you’ve been standing in line at WBENC or NMSDC, waiting for a chance to talk to Sheila Bright, a Supplier Diversity Professional at AT&T. A dozen people are behind you, also waiting to talk to Sheila. The guy in line ahead of you steps up to her. In a couple of minutes, it will be your turn, and you can feel the pressure. It’s like a spotlight is on, and now it’s his big moment. You listen in as Sheila shakes his hand and says, What do you do?

And all the guy says is, I’m an MBE, and I’m looking for opportunities.

Or, I can help you meet your supplier diversity goals.

Or maybe, "I’m a minority-owned business and you have to do business with me."

Or just, We do I.T.

Or he has the nerve to say, Just tell me what you want done, and I can do it.

Or he proves himself a complete idiot by asking, "So, what do you guys