The Big Bad Wolf

Understand the power dynamic of large corporations. The fact that a senior executive gets you in the door does not mean you have a customer. In large corporations, there is no one person who can say yes, but there are lots of people who can say no. Your goal is to get through the nos.

When trying to secure a customer, show the customer why they need you instead of trying to sell your product or service. The presentation should be about them, not about you. Sell your impact.