What are general B2B strategies?

What strategies have you used to close a very large b2b sale?

• Are there any special strategies you have used or found useful to close a large sale?  Many large sales to larger companies are more complex than simple direct sales since multiple people are involved and multiple approvals are needed.  In this specific case, I am interested in selling a technology product along with monthly maintenance to players in the oil and gas industry.  Is it more about who you get to make the sale?  Are these kind of higher level deals (maybe $500k up front, $100k/month) made by sales people who know the higher ups or have connections?  Should I put all my faith in my product or should I get a hot shot salesman with experience in the industry?

• Answer:

  When you're selling half a million dollars worth of software you're not really selling a product, but a partnership. If you were the buyer, what would be important to you? Unless you're making that much you might be putting your career on the line. You'd really only want to work with someone who seemed like an expert or authority in your area, someone who'd have credibility with your superiors, someone who is going to stick around when the project gets hairy. I just closed a deal like this. I flew across the country about 15 times, they flew at least five people to my crappy little office at least three. The deal is closed and we have full time project people on it but they still call me every week to get my opinion on the latest tech trends, etc.