While working with a client recently we got into a discussion about selling to really big accounts – like a Fortune 500 type of account. The focus of the discussion was about the differences in the mindsets of the large corporate type accounts versus the smaller regional or local business account (more likely to be an Entrepreneurial Type of Account).
Basically their are two types of mindsets – the Corporate Mindset and the Entrepreneur Mindset. These two mindsets are polar opposites when it comes to most priorities.
Yet, there is one significant factor regarding the Corporate Mindsets that will impact you – particularly if you are selling for a smaller business. The large Corporate Culture’s primary driving influence is safety and security.
Now don’t get ahead of me here, I’m not talking about the Safety Department or the Guards around the building. No, I’m talking about the mental mindset or agendas of the Corporate Decision Makers. These decision makers will only make a decision when they feel they are making a “Safe Choice” and this includes their vendors or suppliers.