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Selling to Big Companies
     

Selling to Big Companies

3.7 30
by Jill Konrath
 

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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

Overview

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.

Editorial Reviews

From the Publisher
"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

800-CEO-READ - Jack Covert
“This is some of the best advice I have heard.”

Product Details

ISBN-13:
9781419515620
Publisher:
Kaplan Publishing
Publication date:
12/01/2005
Edition description:
New Edition
Pages:
272
Sales rank:
307,224
Product dimensions:
6.00(w) x 9.00(h) x 0.70(d)

Related Subjects

Meet 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

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Most Helpful Customer Reviews

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3.8 out of 5 based on 0 ratings. 31 reviews.
Guest More than 1 year ago
Buy the book. Also look for Jill's e-Book, which is filled with hundreds of great questions to ask when marketing to big companies. p I've just finished this book and it's a resource I keep going back to as I re-shape my approach to win business from big companies and government as well as to advise my clients. /p SAY GOODBYE TO THE CONDITIONAL CLOSE!! When I worked for IBM in the early 1980's, we were taught the 'conditional close' -- 'If I can...will you...?' I hated it. Now I know why: customers didn't like it either!! Jill explains why, and offers much better approaches. Now I can say farewell to this last piece of hardwired code leftover from my IBM marketing days without thinking, 'Well, one of the world's biggest companies sells this way, so there must be something right about it.' USE SMART QUESTIONS TO BUILD RELATIONSHIPS YOU NEED TO WIN Jill suggests questions -- lots of them -- that she's found you can ask your prospects to engage them, get them thinking, and help them become receptive to share with you valuable insights that tell you how you can meet their needs...because that's what it's all about: THEIR needs, not YOURS. In so doing, she lets you abandon forever those thoughtless autopilot queries that turn people off and immediately show that you haven't done your homework and don't really care about them, either as people or as a company. UNDERSTAND & APPEAL TO THE BUSY EXECUTIVE'S MIND & TIME Jill's insights -- which come from honest sharing of her own experiences and mistakes -- take you right inside the head space of busy top executives and make plain how a thoughtful approach can rivet just enough of their attention to get the support you need from them to proceed win the business. CHOCK FULL OF TOP TACTICS Not mere theory, this book is crammed with hands-on tips for how to achieve your goals of winning business from America's largest companies. Get ready to roll up your sleeves and act. ALSO HELPS YOU WITH SELLING TO GOVERNMENT! The US government is the world's largest customer...and that's my market space: I help companies win US government contracts. That is its own very special discipline, but many of the principles that Jill talks about will make your strategies in winning US government business all that more effective. Top executives in both public and private sector are grappling with not enough time and overwhelming challenges. Government buyers have to cope with many more rules, extraordinary public oversight, security, and a highly structured process on top of everything else...but Jill tells you how to appeal to the very real factors that motivate the very real humans who make go/no-go decisions at every step of the sales process.
Anonymous More than 1 year ago
Anonymous More than 1 year ago
Loveed her ideas!
Anonymous More than 1 year ago
Extremely useless as far as guidence goes for strategically selling to "big companies" Had ro read this book for school. Our discussion was more based on how people can write a books about selling strategies versus a book about corporate avoidance
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Guest More than 1 year ago
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.
Guest More than 1 year ago
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.
Guest More than 1 year ago
This book is a must read!!! It was such a wealth of information that I would have gladly paid a $100 for it. I read this book in 3 days it was like a miracle cure for selling that I could not detach my eyes from. Selling to big companies is the ultimate guide to get your mind thinking and creative ideas flowing!!!!! Go buy this book today!!!