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Sales rank 8,211
Customers rating (based on 74 reviews)
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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 to:•  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.
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| Publisher | Kaplan Business | | Release date | 12/2005 | | Availability | Usually ships in 24 hours | | Edition | Paperback |
| | List price | $15.95 | | Our price | $10.85 (you save 31.97%) | | Used price | from $8.25 |
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The best
Technically speaking, this was the best sales book I ever read. You can tell the author really knows her stuff. Her advise is dead-on accurate. Now I will say this, she is passionate about this stuff and has spent a lot of time in the pharmaceutical training field--so she was, in essence, selling her own services. You can tell she is a top notch sales trainer and she does and suggests approaching clients with gusto, confidence, and all that. Her techniques are priceless and she will have you drilling down on developing a real, bonafide value propositon, and building success story examples thst speak to todays sofisticated buyers. You will learn more reading this book than going to 100 of your companies "sales training" afternoons which emphasize the same old stuff.
Company managers and owners take note: This book is driven by a few simple building blocks and the most important is a real, honest to goodness, verifiable and measurable 'VALUE PROPOSITION". If the companny cannot say that they do anything different or better or in some way have a niche in the market--well then, your pitching a commodity.
Best Sales and Marketing book out there!!
This is by far THE best sales and marketing book I've ever read. Jill filled the book with so much valuable insight and information. I put her strategies to use, when courting a new prospect, and I landed a very large client as a result! I can't stress enough that Jill provides everything you need to know, to sell to larger corporations, in this book. She explains the mindset of the frazzled customer and puts an entirely new perspective on how to approach these individuals to get very desirable outcomes. A MUST read!!
One stop resource if you are preparing to 'Sell to Big Companies'
This is a very well written book, providing detailed guidance on the art and science of selling to big companies. A must have resource for anyone (veteran or rookie).
I have also attended Jill's training session and she is awesome!
A Game Changer
My first introduction to Selling to Big Companies came when I attended a webinar Jill did on leaving effective voicemail messages. Of all of the webinars I have done, this one was without fail the best in her clear cut advice. This was the inspiration to my purchasing the book.
To understand that Jill is someone who sells/sold, is to understand the value of the wisdom of this book. From the first chapter when she talks about that nervous "what do I say" feeling, I knew at the very least this was someone understood that feeling before you pick up the phone.
The beauty of this book is in it's systematic approach. She really begins at the beginning and as the book progresses it builds upon what you learned/did in the previous chapters. The 7/9 point entry plan has alieviated my anxiety over voice mails that go unreturned. I keep this book on my desk and use it as a point of reference when I get stuck.
The book has been a real game changer for my business and myself. Thanks Jill!
An authoritative sales planning toolkit for any executive
What I most appreciate about Jill's book is her practical, no-nonsense view on selling to big companies.
Three areas really struck me in her book:
1. Your company's value proposition is only as good as your ability to describe measurable business outcomes. Not only does she stress this point effectively, she SHOWS you a list of solid outcomes to consider.
2. Voicemail scripts are not optional; they are essential. She does not suggest you read them verbatim--she suggests the use of "trigger events." This is a brilliant way to stand out among the decision-maker's sea of voicemails.
3. Simple tools. Jill provides a plethora of planning tools in the appendix. These will raise your professionalism to an entirely new level.
"Selling to Big Companies" is a no-b.s. guide to putting your company's growth plan into action. It will show you how to take a credible, prepared approach to reaching executives in your ideal market. Buy your copy NOW!
Lisa Nirell
Energize Growth NOW: The Marketing Guide to a Wealthy Company
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