CHAPTER 20
Winning at the Enterprise Level
The common thread linking global giants with the smallest of companies is they’re all comprised of people just like you and me. The only thing different is the number of zeros in their yearly results and the set of rules by which they play. Everything you’ve read so far in this book will help you get into even the largest of companies.
When prospecting big companies, your objective is to find out as rapidly as possible answers to these five questions:
1.What are the goals/objectives they need to accomplish?
2.What barriers are they facing?
3.What is the timeline they operate under?
4.Where is the power within the company?
5.What is the company’s tolerance for risk?
That’s it. There’s no need to overcomplicate ...
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