Understanding the cultures you’re pitching to

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Local Company Culture

It doesn't just apply to international sales (although it can be more critical there). Every business has a culture and if you sell to the culture you'll increase your chances of success. And there are signs everywhere giving you hints about that culture.
For example, if you go into a company and you see sports memorabilia around the place, and you overhear people talking about how are they going to "win" and they talk about a middle manager as a "captain" of his "team". Their business metaphor (=culture) is one that business is a game. So, use that metaphor in your sales language.

Greg Woodley 189 days ago

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