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Selling to Big Companies Paperback – December 1, 2005

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Editorial Reviews


"Jill Konrath offers refreshing insights on how to approach big companies, engage their busy executives, uncover what makes a difference and create substantial value. This book takes the mystery out of selling to these corporate behemoths. Read it to shorten your sales cycle and avoid the many traps that can derail your sales efforts."—Gerhard Gschwandtner, Founder and Publisher, Selling Power

"Selling to big companies takes big ideas, and big thinking. Jill Konrath's book will provide you with both—so that you can go out to the big boss of the big company and come back with the big order. This book will help you—BIG time."—Jeffrey Gitomer, author of The Little Red Book of Selling


"This is some of the best advice I have heard."—Jack Covert, 800-CEO-READ 

"Keen insights into crafting powerful value proposition and enticing sales messaging that will immediately differentiate you from other sellers."—Lynnette S. Zika, Executive Vice President, National Marketing, RSM McGladrey, Inc.

"After reading this book, I landed an appointment at a Fortune 50 company that had eluded me for six months."—Eric Albertson, Partner, Massini Group

“This is some of the best advice I have heard.â€

  (Jack Covert 800-CEO-READ)

About the Author

Jill Konrath is an expert in complex sales strategies. Her web site is a popular resource for sellers seeking contracts in the corporate market. She publishes one of the industry’s top sales blogs, as well as a newsletter with thousands of subscribers around the world. An in-demand speaker and workshop presenter, Jill is frequently quoted in news media nationwide.

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Product Details

  • Paperback: 272 pages
  • Publisher: Kaplan Publishing (December 1, 2005)
  • Language: English
  • ISBN-10: 1419515624
  • ISBN-13: 978-1419515620
  • Product Dimensions: 6 x 0.7 x 9 inches
  • Shipping Weight: 12.8 ounces (View shipping rates and policies)
  • Average Customer Review: 4.7 out of 5 stars  See all reviews (141 customer reviews)
  • Amazon Best Sellers Rank: #68,299 in Books (See Top 100 in Books)

More About the Author

Jill Konrath is a globally recognized sales acceleration strategist, author and speaker. Her fresh strategies, provocative insights & practical advice help sellers close more deals faster in today's ever-changing sales world.

Her three bestselling, award-winning books are:

AGILE Selling helps you quickly get up to speed whenever you need to learn new info or skills. It's filled with rapid learning strategies and productivity tips to help you work smarter, not harder.

SNAP SELLING helps you capture and keep the attention of today's crazy-busy decision makers. It soared to #1 Amazon sales book within hours of its release.

Selling to Big Companies has been an Amazon Top 100 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.

Jill also publishes an industry-leading newsletter with over 125,000 subscribers 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.

Customer Reviews

Most Helpful Customer Reviews

75 of 79 people found the following review helpful By Robert Morris HALL OF FAMETOP 500 REVIEWERVINE VOICE on December 2, 2006
Format: Paperback Verified Purchase
Frankly, I began to read this book with some skepticism because I had already read dozens (hundreds?) of books about sales - including Anthony Parinello's Selling to VITO and Getting to VITO - and doubted that there would be much (if anything) left for Jill Konrath to discuss. I soon realized that I was wrong. True, Konrath offers few head-snapping revelations but her extensive personal experience (especially with rejection and failure) is rigorously examined, her advice is eminently practical, and the material is rock-solid, enhanced by the direct and conversational rapport she immediately establishes and then sustains with her reader. So many books about sales resemble a series of formal presentations at a conference or lectures by a business school professor. Not so with Konrath who understands that competition (with one's self as well as with others) is "the name of the game" in the business world, and, success there can be achieved only in the "trenches" of thorough preparation and styrategic (but prudent) persistence.

Appropriately, in Part One, she first explains what is required of those who attempt to sell to "big(ger)" companies. There are many challenges to avoid or overcome, several the result of misconceptions which Konrath summarily repudiates. This is a uniquely valuable section of the book because it makes crystal clear what experienced salespersons must "un-learn" about what they have assumed to be true thus far, and by doing so, Konrath makes it crystal clear to others what simply doesn't work...and why. Those in the latter group will probably find it easier to apply her advice which is at all times practical...and immediately actionable.
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25 of 26 people found the following review helpful By Phil on April 5, 2006
Format: Paperback Verified Purchase
Thesis: You can achieve your goal of selling to big companies by first deconstructing why you've failed before, then creating a new game plan to forge new territory by breaking down old barriers on your way to victory.

Structure: 22 chapters spread over five parts of the book; two appendices also included. Each chapter ends with a bulleted list of key points to reinforce the most important aspects of the material.

I found the following especially helpful:

Understand Corporate Decision Makers (Ch. 3, pp. 19-27)

Understanding your prospect's world is essential, right? And so it is with selling to big companies. Jill explains very clearly the firefighting world that corporate decision makers live in and what this means for your approach. One specific insight I found very enlightening was that corporate decision makers "haven't got time for the pain" (p. 22) of taking the time for building rapport as we'd often like.

Is Your Value Proposition Strong Enough? How to Strengthen Your Value Proposition (Ch. 6 and 7, pp. 51-61 and 63-73)

In these chapters, Jill shows you how to form a strong value proposition that prospects will find irresistible. She points out the epidemic of weak value propositions (pp. 53-55) and informs you that it's essential to describe tangible, measurable business outcomes and acknowledge opportunity costs. Chapter Seven shows you how to identify and increase the power of your value proposition (p. 64), how to address a lack of metrics (p. 68), and how to test effectively (p. 72).

Break Through the Barriers (Part Four, Ch. 16-19)

Part Four focuses on breaking through the barriers of corporate sales. You'll learn practical tactical ideas for your call (p.
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13 of 13 people found the following review helpful By Russ Emrick VINE VOICE on June 1, 2007
Format: Paperback Verified Purchase
This book cannot be praised enough. The only improvement is to change the title. This book isn't just for selling to big companies! This book is for anyone who needs prospects and whose company does a poor job of generating leads for them (everyone is in this situation I think). Selling to Big Companies debunks many of sales myths, especially those loved by out-of-touch managers who want more results but are clueless about how to get them. We are living in the `perfect storm' of sales resistance, especially in regards to getting in at all. Selling `high' isn't the answer, any more than the tired, worn-out approach of cold calling. This book, however, is the answer!

There are thousands of books and systems for sales. Almost all of them ignore or minimize the realities of how hard it is today to get into accounts to even begin `selling.' Few books have little useful information on prospecting or lead generation. No matter how good you are if you can't get in the door you can't be a solution, strategic, customer-focused, closed sub (Sandler), or ad nauseam `flavor of the day' seller. This book, coupled with "Selling Against the Goal" has replaced 90% of my selling library and is an indispensable read.

This book is a practical workbook: not simply a theoretical system of selling that does you no good in the day to day selling world where we all live. This book tells you how to make a plan, to create a prospect campaign: the how-to of developing leads and prospects within your territory. The book has very explicit instructions that show you how to work an area, develop business, and close sales. "If you're not getting in," for example the book tells us, "it is because your value statement isn't very good." This book goes far beyond the worn out and doesn't work advice of `just cold call more.' This book may have saved my career. It will definitely improve anyone's sales efforts if they apply it.
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