Selling to Big Companies

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. 163) and how to stay persisitent in the face of your prospects' brush-offs (p. 177). Jill also gives you invaluable instructions on how not to treat gatekeepers (p. 186) and how to maintain your contact without sounds desparate (p. 193).While those who sell only to small companies will find a lot of useful information here, I consider the book almost a necessity for those wanting to land large companies as clients.

Anytime you purchase a sales book, like me you might be wondering if you really WILL gain any insight, or hear anything new. I am a little skeptical sometimes of books on sales because while the authors creates new buzzwords the message is simply the same. However, I did find something fresh here. Not only is it written without all the rhetoric, it's not preachy. (Sales books can seem so condeming sometimes) I learned some interesting things, but yes there were some old lessons there too. Konrath goes beyong WHAT you should do and tells you HOW you should do it. Her message makes it feel like it's less of an uphill battle and gives examples of success stories and downfalls in a highly relatable way. I like her writing style and would recommend this book right up there with Jeffrey Gitomer.

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.

After 20 years of sales and account service I'm moving to a full-time new business development role in the ad industry. I'd had this book on my to-read list for a few years and now have much incentive to finally read in its entirety. (Have seen excerpts in other books and training.). Jill has a genuine voice that I found myself agreeing with, and I felt there were tons of nuggets I took away as well. I do think in the few years since this was published there are a lot of organizations who have adopted many these practices. Overall, I'm very excited to take action on these recommendations and thoroughly enjoyed the read.

Muy práctico y orientado a las ventas B2B. Felicidades al autor. Es un libro inspirador y muy bien escrita Gracias

An excellent view of the psychology of selling to big companies. Many great ideas how to target your prospects (and how not to).

Interesting point of view how to proceed with larger accounts and how to win projects respectively. Nice read in my opinion.

"If you've being trying to get in to big companies, you know just how tough it is. The truth is that it's only going to get harder in the future. What you're facing now is a situation caused by the convergence of multiple market factors that have, in effect, created a 'perfect storm' for sellers."........And with this line Jill Konrath starts her excellent book on selling to big companies. Jill Konrath does cover the present situation of selling to big companies which changed over the past years (with even more changes expected ahead). And guess what? After all those restructuring exercises in a large pool of companies around the globe, most of these corporate decision makers are having lesser time to deal with the 'old style' sales approach, so it is time for a reality check if selling to big companies is your business.This introduction guide on selling to big companies has a clear and systematic approach (see contents list), with many practical insights and pointers. Even the appendix has a nice toolbox called 'Account entry tool kit'. Jill made it really a ready-to-go and very useful information guide. The chapters match up nicely and all have key points at the end for easy reading.Regarding some topics Jill Konrath has her own strong opinion and suggestions, but this shouldn't stop you to read the whole package.Worthwhile to read and to reflect about!Contents:Part One - Accept the Challenge1. Why nobody calls you back2. Doing business with big(ger) companies3. Understand corporate decision makers4. It's all about making a differencePart Two - Build the Foundation5. Targeting: It's not a numbers game6. Is your value proposition strong enough7. Strengthen your value proposition8. Knowing enough to get in9. Leverage your networkPart Three - Launch the Campaign10. Identify key decision makers11. Stop waiting for decision makers to call you back12. Create enticing voice mail messages13. Get ready for prime time14. Provocative written communications15. Leverage e-mail strategies to get inPart Four - Break through the Barriers16. Become irresistible to decision makers17. Overcome obstacles, eliminate objections18. Turn gatekeepers into gate openers19. Keep the campaign alivePart Five - Advance the sale20. Plan an awesome first meeting21. Develop an unstoppable momentum22. The mindset of SuccessAppendix A: Account entry tool kitTool 1: Target Market DefinitionTool 2: Past customer analysisTool 3: Offering assessmentTool 4: Personal credibility appraisalTool 5: Clarifying your value propositionTool 6: Top 10 targeted accountsTool 7: Voice mail script templateTool 8: The voice mail evaluatorTool 9: Sales call planning guideAppendix B: Recommended resources

El libro es extraordinario apoyo para una gestion de ventas elaborada y planeada, el libro se divide en partes las 3 primeras son de gran ayuda , las restantes es un revoltijo de todo lo anterior. Lo recomiendo sin dudar.