I would like to share one of the real experience. I got an appointment from a CIO of a billion dollar company to sell IT outsourcing services. After understanding the size of our company, he simply avoided saying, you are too small for us but the following will show how we overcome that rejection.
Home Work:
I always use linkedin to get full information about my contact person (school, college, experience) and recommendations...when you read the recommendations you will come to know what his special skills are.... and if he is the CIO of a big company, you can easily catch him in one of the press releases... like Acquistions, Product Purchase, Deal Outsource and etc...so you can atleast know where the company is going
So my VP saw his photo and previous employment history from the homework document and asked him, did you work in this company and do you know this person??.. he said "YES" the call deviated from business to something else... you wont believe they spoke for about 20 minutes till why he left the company.... finally the result was... he said I am travelling to India next month.. Let me visit your company in India...as we have implemented a new ERP and we may need skills.. but remember you may compete with big players like Infosys and CTS...and finally I picked him for the client visit.... from Leela Palace....
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