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Sales rank 4,303
Customers rating (based on 70 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 $9.22 |
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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
 As Useless As Possible
Run - don't walk - from the 'advice' in this book. The assumptions made in this book vary from poorly researched to general banality. Reading this book cover to cover was a chore and there isn't anything in here that hasn't been covered before, and always in a more entertaining and teachable manner. Too bad a book can't be rated zero stars. This one certainly qualifies.
How to Compete With the Big Boys
Small business is big business. Yes for many small business does not put enough bread on the table nor pay the bills. Getting into big companies is far more lucrative, but a real challenge. Jill Konrath in her book, Selling to Big Companies, takes you through a process to help you make more money.
She has invested the time to separate her book into 5 parts and provide key points at the end of each chapter. There is even a great tool kit as part of her resources. This tool kit is a real gem and worth the investment in purchasing this book.
Many sales books are written by those with some experience, but very few provide practical step by step actions to take the words on the paper and infuse them with life. Jill does just that. This is a must for all sales professionals regardless of their target markets who truly wish to increase sales and be The Red Jacket in a sea of gray suits
Strongly recommended
An excellent book, realistic, truthful and wise. Should be part of any collection of books on complex sales.
Great Book
I just finished reading Selling to Big Companies, and I have to say it is the best sales self-help book that I have ever read. The only thing I struggled with was the fact that I actually enjoyed a book that was probably written by a Vikings fan! But I overcame that slight shortcoming. Congratulations to Jill Konrath on a very well written, helpful book.
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