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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Oct 07, Kaloyan Roussev rated it it was amazing Shelves: Covers targeting, language, scripts, networking and campaigns. Jun companes, Mark Fallon rated it really liked it. I think Jill strong focus on pre-engagement cycle is well-done job.

I’m not saying Jill Konrath doesn’t make compahies points, and I’ve always liked most of what she has to say about selling products or services. No trivia or quizzes yet. Want to Read Currently Reading Read. The book ends at that point, so there is no full sales cycle details, but for that stage you can check other books.

Oct 13, Phillip rated it it was amazing. I just found myself bracing for the marketing remarks. Not I’d be lying if I said I read this book straight-through, cover-to-cover. Sign up and get a free eBook! I hate the word rightsizing. It seems simple, but is almost so obvious you’d overlook it. They realize that customers invest in their offering because of the outcome they get.

Honestly I skimmed through a lot of things and read just the essentials. Very good book but repetitive the message is pretty simple. Nov 08, Amy rated it really liked it. Use these sure-fire strategies to crack into big accounts, shrink your sales cycle and close more business. There are no discussion topics on this book yet. Useful but nothing you won’t hear from every other BD blog in existence. Will definitely read other books that she has written.


Feb 05, John Scargall rated it it was amazing. Check out the Account Entry Toolkit for ideas on how to apply this process to your own unique business. Just a moment while we sign you in to your Goodreads account. To ask other readers questions about Selling to Big Companiesplease sign up. I guess I’ll learn how I’m supposed to apply the skills tomorrow! Whoever typeset this book should be shot. 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?

Great eye-opening and memory refreshing book for senior sales executives. Jun 23, Dwight rated it really liked it.

Selling to Big Companies by Jill Konrath

companues Jan 27, Gianni rated it really liked it. Great if you are selling to enterprises, have to prospect, and need a highly targeted kojrath.

It’s time to stop making endless cold calls or sdlling for the phone to ring. Not bad, had a lot of good tips for being a better salesperson, but I kept coming back to one significant discrepancy for my use: Relevant, straight forward, easy to understand methods. If your core competency isn’t obvious, then of course you’re going to need someone to explain it to you. 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.


Open Preview See a Problem? Great book to start in your first sales career.

Jun 25, Wendy Mallon rated it really liked it Shelves: Aug 29, Jaret Manuel rated it liked it. Jul 12, Graham Mumm rated it liked it. Kaplan Publishing December Length: Good for what it is.

Selling to Big Companies

Sharon Rich rated it really liked it Dec 21, Return to Book Page. Not a bunch of platitudes, it is a practical step-by-step guide. Free eBook offer available to NEW subscribers only. Good concepts, but rather repetitive. The structure of the book was so logical and smooth, takes you from your hand from the first confusing moment on what to do first until you finally ha Great eye-opening and memory refreshing book for senior sales executives. Based on hard experience, perceptiveness and persistence, and a worthwhile offering.

The structure of the book was so logical and smooth, takes you from your hand from the first confusing moment on what to do first until you finally have your first executive visit.

Check out the Table of Contents before buying. I’d like to think not, and I’d really hope we were above pointing fingers.