Customer Reviews

19
4.7 out of 5 stars
5 star
13
4 star
6
3 star
0
2 star
0
1 star
0
Selling to Big Companies
Format: PaperbackChange
Price:£9.00+Free shipping with Amazon Prime

Your rating(Clear)Rate this item
Share your thoughts with other customers

There was a problem filtering reviews right now. Please try again later.

8 of 8 people found the following review helpful
on 16 January 2006
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
0CommentWas this review helpful to you?YesNoSending feedback...
Thank you for your feedback.
Sorry, we failed to record your vote. Please try again
Report abuse
3 of 3 people found the following review helpful
on 17 January 2006
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.
0CommentWas this review helpful to you?YesNoSending feedback...
Thank you for your feedback.
Sorry, we failed to record your vote. Please try again
Report abuse
1 of 1 people found the following review helpful
on 13 January 2006
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
0CommentWas this review helpful to you?YesNoSending feedback...
Thank you for your feedback.
Sorry, we failed to record your vote. Please try again
Report abuse
1 of 1 people found the following review helpful
on 10 September 2010
This is an excellent book if you want to sell to businesses that are larger than you currently sell to. It also makes you focus on your target market and for me was good reading so it got me through a long train journey. It captures the reality of business today. I am based in the UK but it was relevant for me. I also boughtSnap Selling: Speed Up Sales and Win More Business with Today's Frazzled Customerswhich covers some of the same points and for me wanting to get bigger clients Big companies was more relevant - both will make you potentially reconsider your marketing material as well
0CommentWas this review helpful to you?YesNoSending feedback...
Thank you for your feedback.
Sorry, we failed to record your vote. Please try again
Report abuse
on 29 March 2011
"If you've being trying to get in to big companies, you know just how tough it is. The truth is that it's only going to get harder in the future. What you're facing now is a situation caused by the convergence of multiple market factors that have, in effect, created a 'perfect storm' for sellers."........

And with this line Jill Konrath starts her excellent book on selling to big companies. Jill Konrath does cover the present situation of selling to big companies which changed over the past years (with even more changes expected ahead). And guess what? After all those restructuring exercises in a large pool of companies around the globe, most of these corporate decision makers are having lesser time to deal with the 'old style' sales approach, so it is time for a reality check if selling to big companies is your business.

This introduction guide on selling to big companies has a clear and systematic approach (see contents list), with many practical insights and pointers. Even the appendix has a nice toolbox called 'Account entry tool kit'. Jill made it really a ready-to-go and very useful information guide. The chapters match up nicely and all have key points at the end for easy reading.

Regarding some topics Jill Konrath has her own strong opinion and suggestions, but this shouldn't stop you to read the whole package.

Worthwhile to read and to reflect about!

Contents:

Part One - Accept the Challenge
1. Why nobody calls you back
2. Doing business with big(ger) companies
3. Understand corporate decision makers
4. It's all about making a difference

Part Two - Build the Foundation
5. Targeting: It's not a numbers game
6. Is your value proposition strong enough
7. Strengthen your value proposition
8. Knowing enough to get in
9. Leverage your network

Part Three - Launch the Campaign
10. Identify key decision makers
11. Stop waiting for decision makers to call you back
12. Create enticing voice mail messages
13. Get ready for prime time
14. Provocative written communications
15. Leverage e-mail strategies to get in

Part Four - Break through the Barriers
16. Become irresistible to decision makers
17. Overcome obstacles, eliminate objections
18. Turn gatekeepers into gate openers
19. Keep the campaign alive

Part Five - Advance the sale
20. Plan an awesome first meeting
21. Develop an unstoppable momentum
22. The mindset of Success

Appendix A: Account entry tool kit
Tool 1: Target Market Definition
Tool 2: Past customer analysis
Tool 3: Offering assessment
Tool 4: Personal credibility appraisal
Tool 5: Clarifying your value proposition
Tool 6: Top 10 targeted accounts
Tool 7: Voice mail script template
Tool 8: The voice mail evaluator
Tool 9: Sales call planning guide
Appendix B: Recommended resources
0CommentWas this review helpful to you?YesNoSending feedback...
Thank you for your feedback.
Sorry, we failed to record your vote. Please try again
Report abuse
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 and their customers product usage which is not most sales men's strengths, and it also expects research and customer focussing to be of sustained value in a fast moving price drive utlitarian world. If you dont understand your own products, and dont understand your customers requirements and you're not going bankrupt due to stupidity - then read this book, it may help you be slightly more professional. Other wise just keep hitting those phones and discounting discounting discounting
0CommentWas this review helpful to you?YesNoSending feedback...
Thank you for your feedback.
Sorry, we failed to record your vote. Please try again
Report abuse
on 6 May 2014
Overall I felt the advice provided in the book was very helpful and provided great insights, as a professional service provider I will differently be adopting these methodologies into my own sales practice and hope for a marked improvement, only reason for a 4 star review was down to a poor editor, I felt some of the grammar to be somewhat unchecked, words with spaces i.e "spac es" or using could care less instead of couldn't/could not care less, although I understand the intentions of the author it does distract the reader unnecessarily.
0CommentWas this review helpful to you?YesNoSending feedback...
Thank you for your feedback.
Sorry, we failed to record your vote. Please try again
Report abuse
I really enjoyed this book and the author's style. She is very straightforward, but never arrogant or patronising. The process that she suggests is very clear and I do really appreciate that she provides plenty of examples of what works and what does not work. This book is not based on rubbish fads like others and reflects the requirements of the current competitive and financially challenged market. A real gem.
0CommentWas this review helpful to you?YesNoSending feedback...
Thank you for your feedback.
Sorry, we failed to record your vote. Please try again
Report abuse
on 15 April 2013
Unlike a large proportion of sales books, this cuts to the chase and frankly reinforces what we should all be doing when selling to large companies. It is no longer just about relationships, it is about understanding, desire and willingness to engage with prospects on their level and about their business. Well worth a read even if like me, you are simply looking to refresh habits you may have forgotten about.
0CommentWas this review helpful to you?YesNoSending feedback...
Thank you for your feedback.
Sorry, we failed to record your vote. Please try again
Report abuse
on 25 January 2013
It's fine. I just don't recommend to read the 1st part of the book. The subsequent parts I found having invaluable insights, easy to put into practice. The author also puts a lot of great tricks of her own! Also I highly recommend this book for those cold callers whose English is not their native language: you can find certain phrases in it which you only need to paraphrase to be suitable for your situation.
0CommentWas this review helpful to you?YesNoSending feedback...
Thank you for your feedback.
Sorry, we failed to record your vote. Please try again
Report abuse
     
 
Customers who viewed this item also viewed

Spin - Selling
Spin - Selling by Neil Rackham (Paperback - 23 Nov. 1995)
£19.99

The Little Red Book of Selling: 12.5 Principles of Sales Greatness
The Little Red Book of Selling: 12.5 Principles of Sales Greatness by Jeffrey H. Gitomer (Hardcover - 1 Oct. 2004)
£12.08
 
     

Send us feedback

How can we make Amazon Customer Reviews better for you?
Let us know here.

Sponsored Links

  (What is this?)
  -  
Find the Perfect Franchise For You Starting Under $30,000. Ask Today!
  -  
Sell in the Best Market in Years. Companies $5mil-$100mil. Learn More
  -  
Business Brokers-Value Builder Adv. Experienced and Confidential