The biggest challenge most of us with a complex sale face is getting access to executives, especially those in BIG companies. Sales cycles have gotten longer. This succinct, concise, pointed, clearly written guide will help anyone who aims to sell to big companies. Author Jill Konrath is practical, focused and. Jill Konrath’s sales blog with selling tips & strategies to help you win big contracts . Sales training strategies for prospecting, cold calling, and.

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Matt rated it it was amazing Nov 25, Useful but nothing you won’t hear from every other BD blog in existence. May 29, Shoshana rated it it was ok. This book is about how to prospect your way into a large company based on first hand experience from author and sales coach Jill Konrath.

This book could be shorter with the same essence. And I think that’s either because this book isn’t meant to be read straight through, or that she’s hoping you’ll remember each tip through repetition.

Sharon Rich rated it really liked it Dec 21, If your core competency isn’t obvious, then of course you’re going to need someone to explain it to you.

Toward the end, I just started skimming. That said, I got defensive when it came to her comments about marketing.


She also states that sending someone a brochure means nothing, and then goes on to say marketing rarely supplies sales with the tools and collateral konrzth need to sell. Also, awful use of ligatures.

Based on hard experience, perceptiveness and persistence, and a worthwhile offering. Jun 23, Mark Fallon rated it really liked it. Jan 05, Michael Nemtsev cokpanies it it was amazing Knrath In today’s crazy marketplace, new sales strategies are needed to penetrate these big accounts.

I still believe that good marketing sells something itself, not a sales person trying to convince you although this does depend on what it is you’re selling – does the iPad have sales people? Check out the Table of Contents before buying.

Selling to Big Companies | Book by Jill Konrath | Official Publisher Page | Simon & Schuster

Aug 29, Jaret Manuel rated it liked it. Oct 11, Al Czarnecki rated it it was amazing. Oct 25, George Davidson rated it it was amazing Shelves: Want to Read Currently Reading Read. Price may vary by retailer.

Selling to Big Companies by Jill Konrath

Good for what it is. Check out the Account Entry Toolkit for ideas on how to apply this process to your own unique business. While this might be somewhat dated, most of the strategy is still quite current and useful. Not a bunch of platitudes, it is a practical step-by-step guide. Nov 08, Amy rated it really liked it. Good concepts, but rather repetitive. Then again, maybe the fact I used the phrase “buzz-words” makes me a hypocrite. This book gives konrarh good advice, however what I didn’t like is that is repetitive in every chapter.


Excellent resource, especially for people from smaller companies. Jun 23, Dwight rated it really liked it. Use these sure-fire strategies to crack into big accounts, shrink your sales cycle and close more business.

I just found myself bracing for the marketing remarks.

And that’s bad marketing. Thanks for telling us about the problem. I hate the word rightsizing.

Selling to Big Companies

Setting up meetings with corporate decision makers has never been harder. A lot to like in this book about the mindset required for selling to large enterprise. Great book to start in your first sales career. They know that their customers could care less kill buying new software or training their staff. Jun 25, Wendy Mallon rated it really liked it Shelves: New insights on selling and approaching a customer.

I don’t have personal control over my product. It’s time to stop making endless cold calls or waiting for the phone to ring. Whoever typeset this book should be shot.

It’s almost impossible to get them to pick up the phone.