David vs. Goliath Selling: Becoming a Giant-Slayer

Most SMEs say they want bigger accounts. Few understand what it takes to secure them. Capability is rarely the barrier. Positioning is.

When you sell to a larger organisation, you are judged before you are heard. Entry point, authority, referral strategy, and perceived credibility determine whether you are treated as a serious contender or a convenient supplier. In this session, Bob will show how to control that starting position, how to engineer introductions that matter, and how to prevent procurement from shrinking your value.

This is not a motivational talk. It is a competitive framework for founders and sales leaders who want to move upmarket.

If you intend to secure your biggest client, you cannot rely on effort alone. You need deliberate strategy. This session will show you how to build it.