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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.

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In today’s crazy marketplace, new sales strategies are needed to penetrate these big accounts. I hate the word rightsizing. It’s almost impossible to get them to pick up lonrath phone.

Check out the Table joll Contents before buying. New insights on selling and approaching a customer. Quite good book describing approach to the prospective client from the value proposition angle.

Use these sure-fire strategies to crack into big accounts, shrink your sales cycle and close more business. And if you do happen to catch them, they blow you off right away.

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

Good concepts, but rather repetitive. 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.

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Fantastic for everyone that are involved in sales or marketing. Oct 07, Kaloyan Roussev rated it it was amazing Shelves: Great book to start in your first sales career. See full terms and conditions and this month’s choices. Required reading for the CRM meeting this year.

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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. This book could be shorter with the same essence.

Selling to Big Companies

Want to Read saving…. While this might be somewhat dated, most of the strategy is still quite current and useful. She just says the same thing a bunch of times.

A lot to like comlanies this book about the mindset required for selling to large enterprise. Setting up meetings with corporate decision makers has never been harder. Jun 27, Linda Darby rated it really liked it.


Selllng top sellers are fully cognizant that their knowledge and expertise are the reasons that customers want to work with them.

Oct 13, Phillip rated it it was amazing.

Recommended for consultants who work in pre-sales area. To many instructions and not to practical to apply if you follow through exactly as the book says. The problem is getting the good marketing behind it. And if you do happen to catch them, they blow you off right away. Must redeem within 90 days. Based on hard experience, perceptiveness and persistence, and a worthwhile offering. If your core competency isn’t obvious, then of course you’re going to need someone to explain it to you.

Just a moment while we sign you in to your Goodreads account. That said, I got defensive when it came to her comments about marketing.

I’d be lying if I said I read this book straight-through, cover-to-cover. Not a bad strategy.