Selling to Big Companies

By Jill Konrath
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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Posted May 3, 2010, 4:25 PM with category of Management & Workplace Culture
There are many people who lost their jobs last year, and unfortunately, many of them are still looking for work. For those in this situation, after so long, the frustration and desperation likely only increases. You send out resume after resume every day, and no results. Read more

NEWS & OPINION: SalesHQ Recommends Their Twenty Favorites

Posted July 22, 2009, 2:23 PM with category of Big Ideas & New Perspectives
SalesHQ has posted a list of their 20 Must-Read Sales Books. Like any good list, there is tried and true as well as some less-knowns. Little Red Book of Selling by Jeffrey Gitomer [1] The Game by Neil Strauss Presentation Zen by Garr Reynolds The Complete Idiot’s Guide to Cold Calling by Keith Rosen Sales 2. Read more

NEWS & OPINION: Reviewing Reviews

Posted September 26, 2008, 4:30 PM with category of Management & Workplace Culture
Heather Green has written a wonderful review of Jeff Howe's Crowdsourcing: Why the Power of the Crowd is Driving the Future of Business for the September 29 issue of BusinessWeek. After observing that "Books about the crowd are becoming a crowd unto themselves," Green writes: What sets Howe's book apart is his focus on business, an examination of different crowdsourcing models, and a deep dive into academic research to explain why people work together. It's a welcome and well-written corporate playbook for confusing times. Read more

NEWS & OPINION: Johnny's tools

Posted September 28, 2006, 8:48 PM with category of Big Ideas & New Perspectives
Finally the smartest thing Johnny said to me was he wanted to develop a set of sales tools that would capture information, assess value and present solutions --and then package them to use in a successful, repeatable sales process. I guess there is hope for him. He really needs to enlist marketing to help him. Read more

NEWS & OPINION: Marketing and Sales for Big Complex Selling (Second of Three)

Posted September 13, 2006, 7:47 PM with category of Management & Workplace Culture
This is the second of three in our series on marketing and selling to big companies. In this podcast, I talk with Jill Konrath, author of Selling to Big Companies. Jill starts the call clearly stating how selling to large corporation has changed (and her list of reasons is numerous). Read more


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ISBN: 9781419515620

About the Paperback

Publisher Kaplan Publishing
Publish date 12/01/2005
Pages 250
ISBN-13 9781419515620
ISBN-10 1419515624
Language English

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