Selling Against Goliath: How to Take on the Big Guys and Win

[Admin Greg]

If you sell for a smaller company that competes against the big guys, the age-old story of David and Goliath might come to mind. In this story, the giant, Goliath, was beaten in a fight by the small boy, David, because of the boy's ability to outsmart the giant. However, in today’s hypercompetitive, risk-averse, buyers' market, it’s Goliath that often has the advantage. If you're the David in this scenario, read on. By the way, if you're Goliath, you may want to see what David is planning...

http://www.eyesonsales.com/articles.php?a=209