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Selling to Big Companies
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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.
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.
DESCRIPTION:
Binding: Paperback
Dewey Decimal Number: 658.81
EAN: 9781419515620
ISBN: 1419515624
Label: Kaplan Business
Manufacturer: Kaplan Business
Number Of Items: 1
Number Of Pages: 256
Publication Date: 2005-12-01
Publisher: Kaplan Business
Release Date: 2005-12-01
Studio: Kaplan Business
SIMILAR ITEMS:
• Lead Generation for the Complex Sale: Boost the Quality and Quantity of Leads to Increase Your ROI: Boost the Quality and Quantity of Leads to Increase Your ROI
• Questions That Sell: The Powerful Process for Discovering What Your Customer Really Wants
• The Fundamentals of Business-to-Business Sales & Marketing
• The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies
• Influence: The Psychology of Persuasion (Collins Business Essentials)
CUSTOMER REVIEWS:
Customer Rating:
Summary: This book will dramatically increase your earnings, prospecting and sales effectiveness!
Comment: Quite simply, a must for anyone who wants to make a career in sales or to take their sales skills to the next level. This book helped me double my earnings in a stroke. If I only had to have one book on sales tactics and strategy on my shelf, this would be it (and I have loads). I have given this book to new hires and asked them to read this before they contact any prospects, as I believe it to be that powerful. Buy it! You won't regret one of the best investment decisions you'll ever make.
Business & Finance Books - The reference for world class business, finance, and management professionals. Offering great discount prices on any business, finance, and management reference books & textbooks.
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Summary: Wow! Simple and yet very powerful.
Comment: The author's experience and insights are incredible, on-target, and invaluable. I've been is sales for over twenty years and I knew or sensed some of this but to find one person willing to share all of this skill and knowledge in one place is remarkable. As the Sales Manager for a relatively small company selling custom Retail merchandising solutions to large companies (Retail Chains & their Vendors) we will adopt all of Ms. Konrath's recommendations and strategies into our sales process immediately. Chapter 11 in particular is profound relative to getting one's foot in the door. We find that once we penetrate the corporate armor, the kinds of people and companies we work with usually love our value proposition and become large and long-term customers. You can go to the bank with this book. It is a masterpiece.
Amen!
AWS
Chicago, IL
Customer Rating:
Summary: Great reference to carry around
Comment: This book brings together a lot of concepts and ideas that many people, if given the time, would say "yes, of course that's right I just forgot". Un-like generic "sales process/skills" books, Jill has done a good job of getting the context correct for people who are targeting big companies, just like the book says.
Whether you are new to selling, moving to a new sales environment or just looking to refresh your's or your team's approach this book will make it simple to get on track.
Customer Rating:
Summary: Excellent Book!
Comment: I highly recommend this book to anyone who is looking to sell into large companies. It was very informative and gave great ideas!
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Summary: Selling to Big Companies
Comment: Selling to Big Companies can even be applied to those of us who work with smaller companies
using the latest technology on internet's secure transactions.
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