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Selling to Big Companies Paperback – December 1, 2005
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About the Author
Top Customer Reviews
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.Read more ›
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.Read more ›
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.
Most Recent Customer Reviews
Best book I have read on sells. I love the step by steps. I read ,oust all of Jill's stuff.Published 1 month ago by jason cadle
Not a bad book. This should be called "prospecting into big companies." I was hoping for more strategic guidance on closing big deals. Read morePublished 1 month ago by mbar4260
I'm a sales trainer and Jill is spot on here.
I bought this book because while I am well versed on pain points and USPs, I believed there was some significant... Read more
When I bought the book I thought this was going to be like a "full course on how to sell to big companies". Read morePublished 6 months ago by Cliente Amazon
It was an easy read. Slightly outdated and not a huge amount of useful information for anyone with a few years experience. Read morePublished 6 months ago by Rob
I'm not even halfway through this book and I'm already reaping the benefits of its contents. I run a small sales team in a large ad firm that sells to "big companies" and... Read morePublished 7 months ago by Joshua A