Jill’s book came to life with her real life experience and success. She had instant credibility with our field staff. Her messages of how to access and service decision-makers inside companies resonated with everyone in the room. The result is improved efficiency in assisting Minnesota’s business customers with their hiring, recruitment and training decisions. —Erik Aamoth, Business Services Director, MN Dept of Employment & Economic Development Show Jill Konrath’s Selling to Big Companies workshop is a powerhouse session for seasoned salespeople who want to put top-level prospecting techniques to immediate use. When combined with her book, the workshop creates a powerful one-two punch. Five stars out of five! —Bill Lauf Jr., Corporate Training Manager, Skyline Exhibits 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 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. About the Author: Jill Konrath's fresh sales strategies, provocative insights & practical advice help sellers win business with today's crazy-busy prospects. She's an internationally-recognized author and popular speaker at annual sales meetings, kick-off events and professional conferences. SNAP SELLING soared to 1 Amazon sales book within hours of its release. It's received rave reviews from industry leaders. A FREE Strategy Guide is available at www.snapselling.com.Jill's award-winning first book, Selling to Big Companies, has been an Amazon Top 25 sales book since 2006. Fortune selected it as one of eight "must read" sales books, along with How to Win Friends & Influence People and Getting to Yes. Her clients include IBM, GE, Microsoft, Accenture, Staples, 3M, Hilton, AAA, Cox Media, Medtronic, UnitedHealthcare, Bombardier, Business Journals and many more. She also publishes an industry-leading newsletter and widely-read blog. As a thought leader, Jill is frequently quoted by top business media such as: ABC News, Success, New York Times, Inc., WSJ, Entrepreneur, Business Journal, Selling Power and Sales & Marketing Management. GENRE  Business & Personal Finance RELEASED 2012 June 21 LANGUAGE EN English LENGTH 272 Pages PUBLISHER Leapfrog Strategies SELLER Leapfrog Strategies Inc. SIZE 1.2 MB Customer ReviewsUsefulNot only for selling to big companies... any B2B sales person will benefit from applying this book's recommendations. Jill Konrath‘s “Selling to Big Companies” was first published in 2005 and a few years before her top-selling title Snap Selling which was reviewed here in 2020. In SBC, Jill offers the reader a sophisticated road map on how to capture big sales from big companies – or as we used to call it at one time, selling to major accounts. Read on…. What’s NewBy now, many of you will have realised that there’s nothing really new in sales books written in the 21st century. There are, however, new and different ways of portraying certain sales processes or activities. And this is exemplified in Chapter 21 where the author gives a structured breakdown, almost minute-by-minute, of what to say and when in a sales call. This is then followed by a series of what if scenarios and the responses one should consider. It’s refreshing to read this piece of text from a passage entitled ‘Know Your Biggest Competitors’ – Their (corporate buyers) extreme need to protect their time time at all costs makes the status quo your most formidable competitor when selling to big companies. I would add, to any company or individual. The point here is that publishing anything to do with the status quo and/or the status quo bias well before decision making science and behavioural science became a thing (over here at least) shows how ahead of the curve the author was back in 2005. The book’s Chapter Four which is all about making a difference will make the reader sit up and take notice. Jill Konrath highlights why and how top sellers produce greater volumes of business than the traditional sales guys – who by now in 2022 could be considered dinosaurs – whereas the modern sales executive focuses on the customer’s business and not their “solution”. This is a trend which one sees in many titles in recent years and is closely linked (obviously) to the sales proposition. How do I sell my product to a large company?Selling to Big Companies: 8 Sales Tips to Land Your White Whale. Break down big companies into smaller entities. ... . Employ a foot-in-the-door sales approach. ... . Pay the admission price. ... . Speak the language of business. ... . Launch an account entry campaign. ... . Plan your campaign from the onset. ... . Focus on trigger events.. What's the most useful business related book you've ever read?Books on Business Strategy. |
