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.

Author: Kigakus Akinot
Country: Samoa
Language: English (Spanish)
Genre: Business
Published (Last): 9 October 2005
Pages: 408
PDF File Size: 7.38 Mb
ePub File Size: 4.50 Mb
ISBN: 881-5-40585-111-5
Downloads: 53375
Price: Free* [*Free Regsitration Required]
Uploader: Kigagis

Goodreads helps you keep track of books you want to read. Want to Read saving…. Want to Read Currently Reading Read. Refresh and try again. Open Preview See a Problem? Thanks for telling us about the problem. Return to Book Page.

Selling to Big Companies by Jill Konrath. 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.

Use these sure-fire strategies to crack into big accounts, shrink your sales cycle and close jonrath business. Check out the Account Entry Toolkit for ideas on how to apply this process to your own unique business.

Paperbackpages. To see what your friends thought of this book, please sign up. To ask other readers questions about Selling to Big Companiesplease sign up. Be the first to ask a question about Selling to Big Companies. Lists with This Book.

Dec 13, Jenn rated it liked it Shelves: I’d be lying if I said I read this book straight-through, cover-to-cover. Toward the end, I just started skimming.

And for good reason. The book is repetitive. I’m not saying Jill Konrath doesn’t make good points, and I’ve always liked most of what she has to say about selling products or services. She just says the same thing a bunch of times. 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.

Not I’d be lying if I said I read this book straight-through, cover-to-cover. Not a bad strategy. That said, I got defensive when it came to her comments about marketing. I’m not sure if she was burned by a marketing department in the past or what, but some of her statements were scathing. I’d like to think not, and I’d really hope we were above pointing fingers. 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 they need to sell.


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? The problem is getting the good marketing behind it. If your core competency isn’t obvious, then of course you’re going to need someone to explain it to you.

And that’s bad marketing. That said, I love some of her suggestions – for example: It seems simple, but is almost so obvious you’d overlook it.

Selling to Big Companies

I just found myself bracing for the marketing remarks. Words repeatedly used that I could live without: World-class Puffery Rightsizing I think buzz-words make people sound either less credible or like they’re trying to sound more educated the word “utilized” gets me going. Then again, maybe the co,panies I used the phrase “buzz-words” makes me a hypocrite. I hate the word rightsizing.

Also, awful hill of ligatures. Whoever typeset this book should be shot. Oct 25, George Davidson rated it it was amazing Shelves: 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. She shows ways that are effective in getting meetings with decision makers at large companies, particularly that bgi need to bring them something of value in order to get in the door.

Great if you are selling to enterprises, have to prospect, and need a highly targeted method. Feb 05, John Scargall rated it it was amazing. Great book on making bigg and how to think about and sell to mammoth companies. Oct 13, Phillip rated it it was amazing.

Not a bunch of platitudes, it is a practical step-by-step guide.

Selling to Big Companies by Jill Konrath

Jul 11, Zaid rated it liked it Shelves: Great eye-opening and memory refreshing book for senior sales executives. 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.

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. The book ends at that point, so there is no full sales cycle details, but for that stage you can check other books.

I think Jill strong focus on pre-engagement cycle is well-done job. Check out the Table of Contents before buying. May 14, Jessie rated it really liked it Shelves: Required reading cimpanies the CRM meeting this year. 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: I don’t have personal cmopanies over my product. I felt like most of her tips were far easier to implement when you’re pitching your own services or product.


I guess I’ll learn how I’m supposed to apply the skills tomorrow! Nov 08, Amy rated it really liked it. Excellent book for the new and more senior marketeer.

New insights on selling and approaching a customer. Jul 05, Alex De La Fuente rated it really liked it. Very good book but repetitive the message is pretty simple. To many instructions and not to practical to apply if you follow through exactly as the book says. Honestly I skimmed through a lot of things and read just the essentials. Jun 27, Linda Darby rated it really liked it.

Jul 30, Eliot Burdett rated it really liked it. A lot to like in this book about the mindset konraht for selling to large enterprise. Covers targeting, language, scripts, networking and campaigns. Jan 27, Gianni rated it really liked it.

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

Great book to start in your first sales career. Aug 03, Jos rated it liked it Shelves: This book gives really good advice, however what I didn’t like is that is repetitive in every chapter. This book could be shorter with the same essence. May 03, Jacob rated it it was ok.

Good for what it is. I can’t say it is exciting, but it is concise and to the point with a solid elucidation of some sellung concepts. Jul 12, Graham Mumm rated it liked it. Useful but nothing you won’t hear from every other BD blog in existence. Jun 25, Wendy Mallon rated it really liked it Shelves: Relevant, straight forward, easy to understand methods.

Now for sellihg action part Will definitely read other books compsnies she has written.

Jun 23, Mark Fallon rated it really liked it. Excellent resource, especially for people from smaller companies. Jun 07, Melumebelle rated it liked it Shelves: Seling 11, Al Czarnecki rated it it was amazing. An in-depth analysis of how to gain passage through the labyrinth and make a case with big companies.