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Selling to Big Companies
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| List Price: | $15.95 |
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Product Description
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.
Product Details
- Amazon Sales Rank: #9306 in Books
- Published on: 2005-12-01
- Released on: 2005-12-01
- Original language: English
- Number of items: 1
- Binding: Paperback
- 256 pages
Editorial Reviews
Review
"After reading this book, I landed an appointment at a Fortune 50 company that had eluded me for six months." -- Eric Albertson Partner Massini Group
"Keen insights into crafting powerful value proposition and enticing sales messaging that will immediately differentiate you from other sellers." -- Lynnette S. Zika Executive Vice President, National Marketing RSM McGladrey, Inc.
"Refreshing insights on approaching big companies, engaging busy executives, uncovering what makes a difference and creating substantial value." -- Gerhard Gschwandtner Founder and Publisher Selling Power
"Selling to big companies takes big ideas, and big thinking. This book will help you BIG time." -- Jeffrey Gitomer, Author of The Little Red Book of Selling
"Stop fishing in small ponds with the wrong bait. You'll net bigger clients with this straightforward, easy-to-follow approach." -- Jay Conrad Levinson, The Father of Guerrilla Marketing and Author of the Guerrilla Marketing series
Review
"This is some of the best advice I have heard."
"Jill Konrath offers refreshing insights on how to approach big companies, engage their busy executives, uncover what makes a difference and create substantial value. This book takes the mystery out of selling to these corporate behemoths. Read it to shorten your sales cycle and avoid the many traps that can derail your sales efforts."—Gerhard Gschwandtner, Founder and Publisher, Selling Power
"Selling to big companies takes big ideas, and big thinking. Jill Konrath's book will provide you with both—so that you can go out to the big boss of the big company and come back with the big order. This book will help you—BIG time."—Jeffrey Gitomer, author of The Little Red Book of Selling "This is some of the best advice I have heard."—Jack Covert, 800-CEO-READ
"Keen insights into crafting powerful value proposition and enticing sales messaging that will immediately differentiate you from other sellers."—Lynnette S. Zika, Executive Vice President, National Marketing, RSM McGladrey, Inc.
"After reading this book, I landed an appointment at a Fortune 50 company that had eluded me for six months."—Eric Albertson, Partner, Massini Group
"Stop fishing in small ponds with the wrong bait. If you're ready to net bigger clients, Jill Konrath provides a straightforward, easy-to-follow approach in Selling to Big Companies. You discover what lures those prestigious, profitable corporations and how to reel them in. And best of all, you're guaranteed to land a big one!"—Jay Conrad Levinson, author of the "Guerrilla Marketing" series of books
About the Author
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
Wow! Simple and yet very powerful.
The author's experience and insights are incredible, on-target, and invaluable. I've been is sales for over twenty years and I knew or sensed some of this but to find one person willing to share all of this skill and knowledge in one place is remarkable. As the Sales Manager for a relatively small company selling custom Retail merchandising solutions to large companies (Retail Chains & their Vendors) we will adopt all of Ms. Konrath's recommendations and strategies into our sales process immediately. Chapter 11 in particular is profound relative to getting one's foot in the door. We find that once we penetrate the corporate armor, the kinds of people and companies we work with usually love our value proposition and become large and long-term customers. You can go to the bank with this book. It is a masterpiece.
Amen!
AWS
Chicago, IL
Great reference to carry around
This book brings together a lot of concepts and ideas that many people, if given the time, would say "yes, of course that's right I just forgot". Un-like generic "sales process/skills" books, Jill has done a good job of getting the context correct for people who are targeting big companies, just like the book says.
Whether you are new to selling, moving to a new sales environment or just looking to refresh your's or your team's approach this book will make it simple to get on track.
Excellent Book!
I highly recommend this book to anyone who is looking to sell into large companies. It was very informative and gave great ideas!
