It is important to acknowledge that the ‘sales cycle’ for a large client will be vastly different to that of your smaller buyers.  So how do you set yourself up for success when trying to lock in that next level deal?

In this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson explain why you need to have realistic expectations of how long it will take to secure a big contract.  They discuss why rushing the process can be detrimental to your outcome, why preparation is key, and how your own personal brand plays such an important part in a successful negotiation.

They explain the biggest flaw that many make when negotiating with big clients, why a signature once doesn’t guarantee that they will buy again, and explain where your ‘small win’ clients fit into the process.