What is the best way to present your product or service to institutional customers?
If you are a sales engineer, you know that presenting your product or service to institutional customers is not the same as pitching to individual consumers or small businesses. Institutional customers are large, complex, and often risk-averse organizations that have multiple decision-makers, strict procurement processes, and high expectations. How can you tailor your presentation to meet their needs and win their trust? Here are some tips to help you.