| | |  | Drew McLellan | | Home » | | | | | | | Product Promotions: | | | | | Description: | | "Selling to big companies takes big ideas, and big thinking. This book will help you BIG time." | | | Product Details: | | | Author:
| Jill Konrath | | Paperback:
| 256 pages | | Publisher:
| Kaplan Business | | Publication Date:
| December 01, 2005 | | 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 51 reviews |
| | | | Customer Reviews: | |
Average Customer Review:
Write an online review and share your thoughts with other customers.
 Selling to Big CompaniesSep 01, 2008
Selling to Big Companies can even be applied to those of us who work with smaller companies
1 of 1 found the following review helpful:
The new sales...where ethics meet success! Jul 27, 2008
I bought this book at the same time as I bought "Bag the Elephant" by Steve Kaplan. (Do not waste your money on that one!) "Elephant" is full of the old tired sales techniques that we have grown to detest, while "Selling to Big Companies" offers a refreshing approach to selling by not selling. Jill Konrath puts you in the mindset of being a peer and a consultant, not a salesperson. In my personal experience, this approach honors your own committment to your line of work and takes you out of the realm of "sales," and into the line of "service."
1 of 1 found the following review helpful:
THE Enterprise Sales ResourceJun 17, 2008
After seven-plus years as a freelance communications professional, I brought my skills in-house to begin a new career in sales. I began reading, researching, and soaking up the best sales practices I could uncover. As a result of my recent promotion, however, I am now responsible for reaching out to key decision makers at large enterprises, including many listed in the Fortune 1000 and Forbes Global 2000. So I eagerly sought a definitive guide for selling to these big companies...And I found it.
Jill Konrath's "Selling to Big Companies" provides proven techniques for sales professionals at all experience levels. With her special insights, such as finding key decision makers, properly researching companies, and identifying triggering events, Jill''s lessons have already paid off for me.
I purchased two copies (one for the office, one for home) of Jill's book, and I have enthusiastically recommended this book to our entire sales team.
Selling advice for accounts of every sizeJun 05, 2008
Every decision maker is surrounded by a wall of voicemail, email, and gatekeepers. Not only has technology made decision makers tougher to reach, but downsizing has heaped more work on top of management, so they have very little time to consider new products and services. This book provides strategies for the salesperson trying to crack a new account,and it helps you refocus your sales process to get through to time-starved execs. Furthermore, the sample emails, letters, and voicemail messages help you revise your value statement in a perspective that decision makers want to hear.
Incredible selling advice for any product or service!Jun 04, 2008
This book is easily the best sales book I've ever read. Implementing Jill's methodology has literally transformed my career and made me more money than I ever dreamed possible. I no longer view myself as a "sales person", I now view myself as a "business improvement specialist". According to Jill, this mindset is the #1 key to success. And I have to say I've seen this truth play out in arguably the most competitive business environment in the world, New York City.
The section on leveraging email as an account entry strategy has been especially helpful to me. I can't tell you how many meetings I've generated from well-crafted, customized emails and subject lines. In the age that we live so driven by technology, get this book for no other reason than just that.
| | |
|
