| | |  | Drew McLellan | Home » » Selling to Big Companies | | | | | | | Description: | | 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.
| | | Features: | |
• ISBN13: 9781419515620
• Condition: NEW
• Notes: Brand New from Publisher. No Remainder Mark.
•
| | | Product Details: | | | Author:
| Jill Konrath | | Paperback:
| 256 pages | | Publisher:
| Kaplan Business | | Publication Date:
| December 01, 2005 | | Language:
| English | | ISBN:
| 1419515624 | | Package Length:
| 8.9 inches | | Package Width:
| 5.9 inches | | Package Height:
| 0.7 inches | | Package Weight:
| 0.8 pounds | | Average Customer Rating:
|  based on 64 reviews |
| | | | Customer Reviews: | |
Average Customer Review:
Write an online review and share your thoughts with other customers.
 Great practical tips that you can useSep 25, 2009
Good meaty tips on specific communication tactics with corporate leaders. How to craft an effective email, an effective voicemail, an effective value proposition. Good useful information.
1 of 1 found the following review helpful:
The Suze Orman of SalesSep 14, 2009
If you've ever watched Suze Orman talk about personal finance you notice a couple of things: she always has an answer and she stays focused on the question and the person she's talking to. Jill Konrath has an answer to every sales situation you ever dreamed .. and she keeps her reader in focus, front and center at all times. And she blasts many myths (like why most networking is a waste of time) which is probably why this book has become a bit of a bible. It's a salesperson to salesperson conversation from the first page to the last and you won't find a straight talker quite like Konrath in any book on sales ... anywhere. She's Suze Orman.
Like others, I'd read a million books on sales, and wasn't expecting anything new, with the exception of her point-of-view on selling to big companies. I wanted to see what she had to say in that department.
Large organizations buy differently that smaller organizations, but in the end, I found the book extremely practical to anyone who sells anything to anyone. Her discussion on "triggers" is probably the most valuable thing anyone in sales can read, because it helps you keep the focus on your prospect, not you. What you sell or provide is unimportant ... buyers don't care about your products ... (which she quickly acknowledges is the most difficult thing for sellers to hear, but read on and you quickly get it). Now I cringe when I hear a sales person say, "We are the leading provider of xyz...."
I especially enjoyed the myth-blasting, for example "don't waste time on chit chat" and other things we do that distract the sales goal. In fact, most of our beliefs about selling are simply wrong, or are wrong for today.
People I know who have been selling for years violate her many principles, which is why they are becoming part of the noise. Konrath walks you through the Sales 2.0 selling environment, and her advice will help any sales person "get above the clutter."
How to quantify your value proposition is another valuable section. As obvious as that sounds, few sellers do it because they are so busy talking about themselves. Combine her trigger event advice with value proposition and that alone will help you differentiate immediately. But unquantified value propositions are part of the noise, so read that section several times.
If you sell anything to anybody in any size organization, buy this book and read it now. If you're a sales executive, buy a copy for your whole sales force.
2 of 2 found the following review helpful:
Right On TargetAug 21, 2009
If you want to get work from big companies cold, this is the right book for you. She has broken down how potential buyers inside these large organizations think and what they are really looking for. She is absolutely correct in her idea that change is difficult and unwanted unless there is some material benefit to be derived and that they don't want to do anything that disrupts the organizations work flow.
Buy the book, follow Jill's advice.
1 of 1 found the following review helpful:
This Is A Must Read For Anyone in Business to Business SalesJun 19, 2009
This is a must read for anyone in business to business sales. Jill provides easy to understand information and sales strategies. I would recommend anyone in BtoB sales to read this book and follow some of the common sense sales strategies Jill recommends. They work!
1 of 1 found the following review helpful:
A Must Read for B2B Sales and Marketing Executives...Jun 16, 2009
Jill Konrath's book, "Selling to Big Companies," is one of the best business books that I've ever read, hands down. Jill's insight and perspective as an experienced sales strategist offers a much needed reality check for those selling to large companies. Are you struggling to reach and influence your sales prospects, feeling desperate to close business, and unsupported in your efforts? Jill understands what you are going through and helps you understand how B2B selling is so much different today. Jill does an excellent job of presenting the big picture. Once you begin to see your efforts from the point of view of your prospects, you now can begin to change and transform your approach. Her book is very practical, actionable and insightful. The premise of her approach is actually quite simple, but often taken for granted: create a strong value proposition to develop relationships based on trust and value. Jill invites the reader to ask a simple question about their sales intentions: Do you just want to close a sale or help your prospect with their business problems? Jill's book will help you understand the business value of your offering and communicate it with dignity and confidence. It is a must read for B2B sales and marketing professionals alike.
| | |
|
