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Fighting the good fight: The salesman's dilemma

A News.com reader asks how a small company with a new technology can sell into large corporations against large incumbents.

 

  
Fighting the good fight: The salesman's dilemma

In response to the July 29 column by Robert von Goeben, "Selling's a pain, but it's all that matters":

I read Robert von Goeben's article on the importance of real revenues with great interest. I work as a sales VP for one of those little start-ups that's biting at the heels of large corporations. The challenge we face should be a standard one--how does a small company with a new technology sell into large corporations against large incumbents? Yet I haven't found any good reading on the subject. I'm afraid that might mean the answer is "you don't."

At least Mr. von Goeben's article confirms that I have a difficult job. Maybe I can show it to our chief executive the next time he asks me why my cell phone bill is so high.

Pavan Singhal
Toronto