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Selling to Big Companies
 
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Selling to Big Companies (Paperback)

by Jill Konrath (Author)
4.8 out of 5 stars See all reviews (5 customer reviews)

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Product details

  • Paperback: 256 pages
  • Publisher: Kaplan Business (1 Dec 2005)
  • Language English
  • ISBN-10: 1419515624
  • ISBN-13: 978-1419515620
  • Product Dimensions: 22.6 x 15 x 1.8 cm
  • Average Customer Review: 4.8 out of 5 stars See all reviews (5 customer reviews)
  • Amazon.co.uk Sales Rank: 18,136 in Books (See Bestsellers in Books)

    Popular in this category:

    #98 in  Books > Business, Finance & Law > Sales & Marketing

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Product Description

Review
"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

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 breakthrough 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; and, 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.

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Customer Reviews

5 Reviews
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Average Customer Review
4.8 out of 5 stars (5 customer reviews)
 
 
 
 
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5 of 5 people found the following review helpful:
5.0 out of 5 stars A bracing challenge - yet easy to read, 16 Jan 2006
By Mr. K. J. Duignan "specialK" (Croydon, Surrey, England) - See all my reviews
(REAL NAME)   
Jill Konrath illustrates her own message in lively language: be clear about the value you offer organisations with whom you want to do business and make it straightforward and simple for business leaders to appreciate your offer – then deliver it smartly. The model underlying her recommendations is laserlike alignment between your customers’ needs, interests and understanding and the product/service mix which you can customise for them.. She strongly advises researching your fit with well-targetted market sectors so you can sell intelligently. Practical examples add credibility to her argument and an appendix ‘toolkit’ encourages readers to bridge the gap between understanding and doing what she proposes, with minimal delay. Interestingly, as a self-employed professional, I find that what she proposes resonates with my own experiences of selling to small enterprises led by intelligent, ethical people, those with whom I particularly enjoy doing business. A challenging, and ultimately very encouraging, theme of this manual is that the salesperson is her/him-self the greatest resource available both for facilitating clients to buy and also for learning wisely from barriers to success
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2 of 2 people found the following review helpful:
4.0 out of 5 stars At last a sales book worth reading !, 28 Mar 2008
Just as I was about to call time on reading sales books, this comes along..........

For starters it's a refreshingly honest and well written book. It has an easy charm, which quickly wins you over and encourages you to read the book from cover to cover. The tone is conversational and warm. It's easy to relate to has something different to say (the reason most of us spend our hard earned cash on books like this). It's flows beautifully.

These points clearly set it apart from the endless drone of monotonous sales books squatting on the shelves. Jill Konrath has bite and she's clearly written a book from hard earned personal experience. Pre- tested, well researched techniques which have been polished over time, it has it all.

There's an ethical honesty about the way the author writes. She resists the lazy urge to mix high blown theory with quick fix solutions and clearly manages the reader's expectation by saying there's no magic wand when it comes to sales game.

What is offered is a clear path and a system, which can be applied successfully to most sales situations. As a bonus it packs a punch, firing you up with the writer's likeable enthusiasm

The ideas leap from the page and are freshly written. It's heavily front loaded towards getting to the holy grail of an initial appointment. But don't panic, the book shows you how you can bring substance to that all important first visit, well in advance. 90% of the book deals with this aspect; so don't be disappointed that the rest of the sales cycle is not covered in loving detail. Would have loved to see the rest of the cycle fleshed out more, maybe I'm being a tad greedy.

I keep dipping into this book, reminding myself how useful this book is compared to most of vacuous drivel that pollutes this particular field.

Hopefully the author will write a follow up book covering the next step after you get to see the decision maker for the first time .It will provide a valuable companion to this excellent book. Well worth reading, its great to see that at least one sales writer isnt snoozing at the wheel.
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2 of 2 people found the following review helpful:
5.0 out of 5 stars Selling to Big companies, 17 Jan 2006
By Linda Darby "Linda Darby" (Deal, Kent United Kingdom) - See all my reviews
(REAL NAME)   
Selling to Big Companies is a really good up to the moment sales guide. It makes getting in front of decision makers with a 2006 workstyle easier than you imagined.
I am a 'seasoned' sales person, and I have not read too many books during my career that really motivate me - this is one of them. Jill's honest approach to new and old sales methods is totally refreshing.
A fantastic read and a must for any salesperson, successful or not, young or old. Thank you Jill.
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Most Recent Customer Reviews

5.0 out of 5 stars A useful reference for targeting your sales approach
For a specific subject, targeting large companies its a very useful reference book. It does expect sales people to spend a disproportionate time in researching their customers... Read more
Published 5 months ago by Jonathan Greenyer

5.0 out of 5 stars intelligent angles on how to skilfully facilitate buying
Jill Konrath illustrates her own message in lively language: be clear about the value you offer organisations with whom you want to do business and make it straightforward and... Read more
Published on 13 Jan 2006 by Mr. K. J. Duignan

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