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Selling to Big Companies
Struggling to Get Your Foot in the Door of Big Companies?
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.
Discover how
• Target accounts where you have the highest likelihood of success.
• Find the names of prospects who can use your offering.
• Create breakthough value propositions that capture their attention.
• Develop an effective, multi-faceted account-entry campaign.
• Overcome obstacles and objections that derail your sale efforts.
• Position yourself as an invaluable resource, not a product pusher.
• Have powerful initial sales meetings that build unstoppable momentum.
• Differentiate yourself from other sellers.
Use these sure-fire strategies to crack into big accounts, shrink your sales cycle and close more business. Check out the Account Entry Toolkit for ideas on how to apply this process to your own unique business.
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.
Discover how
• Target accounts where you have the highest likelihood of success.
• Find the names of prospects who can use your offering.
• Create breakthough value propositions that capture their attention.
• Develop an effective, multi-faceted account-entry campaign.
• Overcome obstacles and objections that derail your sale efforts.
• Position yourself as an invaluable resource, not a product pusher.
• Have powerful initial sales meetings that build unstoppable momentum.
• Differentiate yourself from other sellers.
Use these sure-fire strategies to crack into big accounts, shrink your sales cycle and close more business. Check out the Account Entry Toolkit for ideas on how to apply this process to your own unique business.
272 pages, Paperback
First published December 1, 2005
196 people are currently reading
1003 people want to read
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Displaying 1 - 30 of 35 reviews
January 16, 2011
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 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 bet your marketing department was proud of you for stating that meaningless value proposition they came up with word-for-word!"
I guess sales and marketing will always be at odds...? 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? No). 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: writing scripts before calling someone. It seems simple, but is almost so obvious you'd overlook it. I just found myself bracing for the marketing remarks.
========================================
Not bad so far... But...
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 fact I used the phrase "buzz-words" makes me a hypocrite. So be it. I hate the word rightsizing. Sue me.
Also, awful use of ligatures. Whoever typeset this book should be shot.
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 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 bet your marketing department was proud of you for stating that meaningless value proposition they came up with word-for-word!"
I guess sales and marketing will always be at odds...? 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? No). 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: writing scripts before calling someone. It seems simple, but is almost so obvious you'd overlook it. I just found myself bracing for the marketing remarks.
========================================
Not bad so far... But...
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 fact I used the phrase "buzz-words" makes me a hypocrite. So be it. I hate the word rightsizing. Sue me.
Also, awful use of ligatures. Whoever typeset this book should be shot.
December 3, 2021
Interesting strategies on how to contact the elusive decision makers to build a strong sales funnel
July 22, 2021
Sorry Jill. If you already sell B2B, you will not find anything new in here. Core concept is that big businesses are made up of subsidiary businesses that are more approachable. Konrath also advocates basing your business around one large client - and while that can be okay to start, really you want a diversified portfolio of clients to run a resilient business.
Would be nice to see a B2B sales plan & tactics. Could be updated to cover ZoomInfo, Virtual assistants, and business proposal writing best practices. Basically give people the pipeline.
Would be nice to see a B2B sales plan & tactics. Could be updated to cover ZoomInfo, Virtual assistants, and business proposal writing best practices. Basically give people the pipeline.
October 26, 2017
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 you 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.
She shows ways that are effective in getting meetings with decision makers at large companies, particularly that you 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.
January 2, 2025
Basics of prospecting and engaging with big companies.
Key takeaways
Need to target executives who has decision making power
However they are very busy so you need to cut to the chase and be very obvious about what issues you are trying to help them with
Focus on their issues first, then lead into the product
Getting the first order is the most difficult but after that things start to be more smooth sailing
Key takeaways
Need to target executives who has decision making power
However they are very busy so you need to cut to the chase and be very obvious about what issues you are trying to help them with
Focus on their issues first, then lead into the product
Getting the first order is the most difficult but after that things start to be more smooth sailing
March 17, 2019
Good book. It focuses on the first part of the sales cycle - from prioritizing prospects to running a first meeting. Very practical and down-to-earth, solid advice throughout. Even a seasoned sales professional will most likely pick up a few tips. The only downside is that the book is quite repetitive and slightly dated in the online tools department by now.
May 1, 2020
This book provides great insights to get your foot in the door with large companies. However, it focuses only on getting into consideration, not on the intricacies that happen after you're being considered. It's a great book for the first part of the selling process. Most external links contained in this book are from sites that no longer exist.
February 5, 2018
Great book on making inroads and how to think about and sell to mammoth companies.
March 8, 2020
Useful ideas.
May 16, 2020
Wasn't applicable
October 13, 2016
Outstanding book. Not a bunch of platitudes, it is a practical step-by-step guide. Highly recommended.
May 14, 2021
I had a previous sales job and during the interview ( which they hired me on the spot, which isnt always a good sign in a sales venture) they told me it would be a good idea to buy and read this book.
I did , and I did. The book was just "ok". Alot of its tactics were already antiquated. Nowadays business owners can be reached by Cell, texting, emailing, etc. This book gave insight on how to reach those owners where there are levels to go through, secretaries, gatekeepers, etc. How to leave voicemails that will be noticed. What to say to GK/secretary in order for them to push your call through. things of that nature. It had some good info regarding using elevator pitches and leaving voicemails and messages so it is definitely worth a read but not something I would re-read again.
I did , and I did. The book was just "ok". Alot of its tactics were already antiquated. Nowadays business owners can be reached by Cell, texting, emailing, etc. This book gave insight on how to reach those owners where there are levels to go through, secretaries, gatekeepers, etc. How to leave voicemails that will be noticed. What to say to GK/secretary in order for them to push your call through. things of that nature. It had some good info regarding using elevator pitches and leaving voicemails and messages so it is definitely worth a read but not something I would re-read again.
July 12, 2011
Great eye-opening and memory refreshing book for senior sales executives. Jill over-emphasized - in my view - the importance of not talking about your company's product/service and focus instead on customer issues, but perhaps constant reminders on this is the actual remedy that we need! so I was patient while see repeating reminders on this point.
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.
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 15, 2012
Required reading for 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 control 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!
February 10, 2013
Excellent book for the new and more senior marketeer. New insights on selling and approaching a customer. A MUST Read. This book is used by Barnes & Noble in their training program for Community Relations Managers.
July 5, 2016
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
January 5, 2011
Quite good book describing approach to the prospective client from the value proposition angle. Recommended for consultants who work in pre-sales area
May 4, 2011
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 important concepts.
August 29, 2011
Decent.
December 24, 2011
have hardcopy & Kindle
Great reference for voicemails and emails
Great reference for voicemails and emails
May 30, 2012
Good concepts, but rather repetitive.
June 23, 2012
Excellent resource, especially for people from smaller companies.
July 19, 2013
Relevant, straight forward, easy to understand methods. Now for the action part....
Will definitely read other books that she has written.
Will definitely read other books that she has written.
June 27, 2013
a really good instruction book for today's sales people
July 13, 2013
Useful but nothing you won't hear from every other BD blog in existence.
April 17, 2014
Fantastic for everyone that are involved in sales or marketing. Could easily be a part of the curriculum in business schools.
December 25, 2014
A lot to like in this book about the mindset required for selling to large enterprise. Covers targeting, language, scripts, networking and campaigns.
January 5, 2015
While this might be somewhat dated, most of the strategy is still quite current and useful.
June 7, 2015
focus on benefits not features
do your research, make it personal especially for the client
good stuff, will use tomorrow :)
do your research, make it personal especially for the client
good stuff, will use tomorrow :)
June 7, 2015
while this book had some helpful tips, it didn't have as direct of a link to my job as to others.
Displaying 1 - 30 of 35 reviews