Cultivating major companies is the most challenging sales area, where complex organizational structures and multi-layered decision making are intertwined.
In this context, we find “winning patterns” through a thorough tactic of investing 80% of our sales resources in understanding the organizational chart.

The objective of the initial meeting is not to make a proposal, but to “get to know the organization,” and to capture the customer from the customer’s perspective.
Based on this basic tactic, inside sales and field sales work closely together to narrow down the appropriate targets through repeated negotiations with multiple departments.
Furthermore, during the proposal phase, we work with the sales planning department to overcome the decision-making process unique to large companies.
This interlocking approach enables us to deeply penetrate a small number of targets and achieve a high degree of repeatability.

The head of the business explains the efforts that have established this type of organization chart-driven sales model.
The interlocutor supports the implementation of Project Selling, which accelerates enterprise pioneering sales.

Perspectives such as the use of “discussion papers” to promote sales collaboration and negotiation,
We will deliver hints for successful enterprise pioneering.