Selling to Big Companies by Jill Konrath
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(Paperback)
- Pub. Date: December 2005
- 272pp
- Sales Rank: 42,706
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Product Details
- Pub. Date: December 2005
- Publisher: Kaplan Publishing
- Format: Paperback, 272pp
- Sales Rank: 42,706
- ISBN-13: 9781419515620
- ISBN: 1419515624
Synopsis
Struggling to Get Your Foot in the Door of Big Companies?
Setting up meetings with corporate decision makers has never been harder. It's almost impossible to get them to pick up the phone. They never return your calls. And if you do happen to catch them, they blow you off right away.
It's time to stop making endless cold calls or waiting for the phone to ring. In today's crazy marketplace, new sales strategies are needed to penetrate these big accounts.
Discover how to:
• Target accounts where you have the highest likelihood of success.
• Find the names of prospects who can use your offering.
• Create breakthough value propositions that capture their attention.
• Develop an effective, multi-faceted account-entry campaign.
• Overcome obstacles and objections that derail your sale efforts.
• Position yourself as an invaluable resource, not a product pusher.
• Have powerful initial sales meetings that build unstoppable momentum.
• Differentiate yourself from other sellers.
Use these sure-fire strategies to crack into big accounts, shrink your sales cycle and close more business. Check out the Account Entry Toolkit for ideas on how to apply this process to your own unique business.
Biography
Jill Konrath is an expert in complex sales strategies. Her web site www.sellingtobigcompanies.com is a popular resource for sellers seeking contracts in the corporate market. She publishes one of the industry’s top sales blogs, as well as a newsletter with thousands of subscribers around the world. An in-demand speaker and workshop presenter, Jill is frequently quoted in news media nationwide.
Customer Reviews
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Selling to Big Companiesby Anonymous
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July 07, 2006: I have been a student of sales and marketing for many years and have read countless books, listened to numerous tapes, and attend many seminars. I belong to or have attended all the appropriate networking groups. Several years ago I became a President's Club member of a local Sandler Sales franchise. I even made a significant investment to create a multi-media business card so that I could differentiate myself from all the other suitors a decision maker sees on a daily basis. But quite honestly, Jill's book is the best resource I have ever read, and it is causing me to drastically re-think how I market and sell my services. Although she calls it 'selling to big companies', I believe most of her principles are applicable for businesses of any size. Regardless of size, everyone is busy and they just don't have time to waste on sales people who do not offer anything of value. Almost all the resources on the market recycle old techniques that are no longer applicable in today's sales environment. After spinning my wheels and spending a considerable amount of money on inaffective 'cold drop-in calls', cute direct mail pieces, and boring telemarketing calls, I am discontinuing everything and restructing my efforts based on the principles outlined in Jill's book. This book is simply the best handbook I have ever read on how to sell in today's challenging environment, and it will certainly be a means of separating any follower of its powerful principles from the rest of the selling pack.
Selling to Big Companiesby Anonymous
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May 23, 2006: This succinct, concise, pointed, clearly written guide will help anyone who aims to sell to big companies. Author Jill Konrath is practical, focused and no-nonsense. She includes few of the personal yarns that freckle most such manuals, but enough to let readers know that she writes from experience. Much of what she says is common sense and should be general knowledge. For example, it is hard to imagine that any salesperson would waste time on self-promotion when customers really need and want solutions to their own problems. Yet many sales guides - including this one - emphasize the need to ask questions and offer solutions, so the emphasis must be necessary. The author provides a straightforward how-to manual, with step-by-step guides. She is not afraid to tackle the most elementary matters, such as how to write a letter or how to script a call. We find that this book deserves a place on the shelf of any sales manager or salesperson who is targeting big companies.
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