|Selling to Big Companies
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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 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.
- Incredible selling advice for any product or service!
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.
- Applicable to any kind of sales
As a leadership coach, I sell to companies of all sizes but the majority are small. I'm not a sales professional but I have to sell my services in order to practice my profession. The principles described in this book are applicable to anyone who has to sell. Jill writes without jargon or hype. Anyone can do what she recommends. She doesn't preach, yell or demand; instead she explains what's worked and most importantly, what hasn't worked for her and why. The chapters of this book are laid out in a logical sequence making it easy to use it as a reference. On more than one occasion I have taken the book along to a meeting with a prospective client and sat in my car reviewing the chapter on the first meeting to remind myself of my strategy and gain confidence. I credit Jill with my sales successes because she has given me confidence as well as the tools to plan and implement my marketing and sales plan. Thanks Jill!...more info
- Must read book for 21st century sales pro
According to me this is the first book you should read if you are struggling in B2B sales. To understand the mentality of decision makers in big companies, this is perhaps only one and unique book of its kind. Thanks so much Jill K. for writing such an amazing book....more info
- This book will dramatically increase your earnings, prospecting and sales effectiveness!
Quite simply, a must for anyone who wants to make a career in sales or to take their sales skills to the next level. This book helped me double my earnings in a stroke. If I only had to have one book on sales tactics and strategy on my shelf, this would be it (and I have loads). I have given this book to new hires and asked them to read this before they contact any prospects, as I believe it to be that powerful. Buy it! You won't regret one of the best investment decisions you'll ever make....more info
- THE Enterprise Sales Resource
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.
- Wow! Simple and yet very powerful.
The author's experience and insights are incredible, on-target, and invaluable. I've been is sales for over twenty years and I knew or sensed some of this but to find one person willing to share all of this skill and knowledge in one place is remarkable. As the Sales Manager for a relatively small company selling custom Retail merchandising solutions to large companies (Retail Chains & their Vendors) we will adopt all of Ms. Konrath's recommendations and strategies into our sales process immediately. Chapter 11 in particular is profound relative to getting one's foot in the door. We find that once we penetrate the corporate armor, the kinds of people and companies we work with usually love our value proposition and become large and long-term customers. You can go to the bank with this book. It is a masterpiece.
Chicago, IL...more info
- Employ a Foot In The Door Strategy
This is an excellent book to read even if you are an experienced sales executive or a relative newcomer to the sales profession. There are many ideas, both new and old, to help you achieve a higher degree of sales success. She sets you up as a true professional, teaches the new model for sales success and embraces the new Sales Paradigm. The most important element I got out of this book is that it is to a certain extent, not a numbers game. You should target the accounts that most closely align with the solution you are helping your customer buy. She notes that it's note the product you are attempting to sell.
Voicemail and E-mail are a fact of life today and you will probably encounter these to two obstacles to reaching a decision maker today as opposed to a "gatekeeper." Jill Konrath has some very interesting techniques.
All in all this book is well worth the read. ...more info
- Get Growing or Go Home!
(This is a long review but, if you want to know what it's REALLY like to read this book, read on.)
I am the owner of a small business and although I cut my teeth inside corporations, I had nary a clue as to how to target larger companies to get my services in front of them.
I first heard about Selling to Big Companies and Jill Konrath on a teleclass. I am a pretty savvy, intelligent person but, the information that Jill shared on the call was EXACTLY what I had been trying to do with my company for the past year. She summed it all up in 55 minutes! At that point, I thought, if this woman can afford to give so much ACTIONABLE information for free on the teleclass, what the heck does she have up her sleeve in her book?
I must admit that I was leery about buying the book because I had bought Bag the Elephant and was SORELY disappointed. I don't care what anyone says, you can tell if the author is writing the book solely to get clients and PR or if they're writing it to share what they know. Selling to Big Companies definitely fits into the later category.
A word of caution: this book contains the blueprint that you need to take the next leap. It really does. And this may overwhelm some people who tend to suffer, as I sometimes do, from analysis paralysis.
So, my suggestion is to just read the book. Absorb what Jill has to say. White-knuckle through the temptation to implement right away. If you just can't help it, jot a note down and get back to READING.
Then go back through the book and take each chapter as a mini-workshop. Take notes, highlight strategies you want to implement or follow-up on, create a DO list, do the work and then move onto the next chapter.
I've created a Selling to Big Companies journal and am keeping all my notes, lists and ideas in there. I carve out time once a week to go through my journal and take the next step. I'm not done but, thanks to Jill I'm a hell of a lot closer than I was this time last year.
Listen - anyone who knows me knows that I am a straight shooter and I say, without reservation, that if you don't buy this book and put it into play in growing your business, only two things can be true:
1) You're either not that bright, or;
2) You're not as serious about growing your company as you say you are.
"If you say you want it, then why haven't you done it?" - Oprah
-Lena L. West
CEO, xynoMedia Technology
- Great reference to carry around
This book brings together a lot of concepts and ideas that many people, if given the time, would say "yes, of course that's right I just forgot". Un-like generic "sales process/skills" books, Jill has done a good job of getting the context correct for people who are targeting big companies, just like the book says.
Whether you are new to selling, moving to a new sales environment or just looking to refresh your's or your team's approach this book will make it simple to get on track....more info
- Selling advice for accounts of every size
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....more info
- Selling to Big Companies
I highly recommend Jill Konroath's book, Selling To Big Companies.
Jill lets you download the first two chapters for free off her website, www.sellingtobigcompanies.com. I downloaded the first two chapters and was very impressed. I could tell right away that she knew what she was talking about, having gone through some of the same experiences in my sales career.
She writes in a style that is very easy to read. I signed up for her E-Zine and have followed her writings and career over the last several years. I have been in B2B sales for two decades and have read a lot of sales experts' articles and books; Jill has become one of my favorites.
I bought her book off Amazon. Wow, what a great book and it is packed full of great information that you can add to improve your sales game immediately.
Chapters 6 and 7 talk about creating and strengthening your "Value Proposition", these two chapters are reason enough to purchase the book. I have spent over six years researching B2B sales and this book by far gives the best overview and specifics of "how to" build a great value proposition.
Don't make the mistake I did at first and only download the first two chapters. Jill Konrath's book Selling To Big Companies, is a must for sales executives, managers and professionals; it will be one of the best investments you make in your sales career.
Author of Let's Get It On! "Real"istic Strategies for Winning the Sales Game
Motivational speaker and mentor for sales management classes at Boise State University
Twenty year B2B sales veteran
- The new sales...where ethics meet success!
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." ...more info
- Selling to Big Companies
Selling to Big Companies can even be applied to those of us who work with smaller companies...more info
- Immediately Practical
I didn't know how much I needed this book until I read it! I'm an independent management consultant and I've had some real success over the years. But, I've recently found myself in a slow time and haven't gotten any new contracts for two months. Since buying the book, I updated my web site with a strengthened value proposition and have redesigned my business development letters as well. I feel more confident than I have in a long time and it's directly related to taking Jill's advice. I only bought the book a couple of weeks ago and I've been able to get a meeting with a new client. The deal isn't signed yet . . . but, I'm confident it will! This is a great book....more info
- STBC is an essential read for shifting to today's selling paradigm
Like many others, I enjoyed great success selling training and consulting services during a time when customers relied heavily on much-needed insights and therefore looked forward to meetings in person or by phone with sales consultants. The communications of today have changed the way sales consultants add and communicate value and Jill Konrath in her book Selling to Big Companies lays out why that's true and exactly what today's sales professional needs to do to demonstrate the value essential for gaining the mindshare of prospects and clients. I've been in sales training and coaching for years and Jill's book was a well-written and hugely instructive wake up call. I'm recommending it to everyone I speak with today who feels "stuck" in their marketing routines. ...more info
- At last: Jill let me unwire my rusted-out IBM sales hardwiring!!
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.
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.
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....more info
- Excellent Book!
I highly recommend this book to anyone who is looking to sell into large companies. It was very informative and gave great ideas!...more info