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Selling to Big Companies

3.89  ·  Rating details ·  473 ratings  ·  32 reviews
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 c
Paperback, 272 pages
Published December 1st 2005 by Kaplan Publishing
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Average rating 3.89  · 
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 ·  473 ratings  ·  32 reviews

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Dec 13, 2010 rated it liked it
I'd be lying if I said I read this book straight-through, cover-to-cover. Toward the end, I just started skimming. And for good reason.

The book is repetitive. 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. She just says the same thing a bunch of times. And I think that's either because this book isn't meant to be read straight through, or that she's hoping you'll remember each tip through repetition. Not
Jun 23, 2012 rated it really liked it
Interested strategies on how to contact the elusive decision makers to build a strong sales funnel
George Davidson
Oct 25, 2017 rated it it was amazing
Shelves: sales
This book is about how to prospect your way into a large company based on first hand experience from author and sales coach Jill Konrath.

She shows ways that are effective in getting meetings with decision makers at large companies, particularly that you need to bring them something of value in order to get in the door.

Great if you are selling to enterprises, have to prospect, and need a highly targeted method.
Mar 17, 2019 rated it really liked it
Good book. It focuses on the first part of the sales cycle - from prioritizing prospects to running a first meeting. Very practical and down-to-earth, solid advice throughout. Even a seasoned sales professional will most likely pick up a few tips. The only downside is that the book is quite repetitive and slightly dated in the online tools department by now.
Omar Trejo
Apr 29, 2020 rated it really liked it
This book provides great insights to get your foot in the door with large companies. However, it focuses only on getting into consideration, not on the intricacies that happen after you're being considered. It's a great book for the first part of the selling process. Most external links contained in this book are from sites that no longer exist. ...more
John Scargall
Feb 05, 2018 rated it it was amazing
Great book on making inroads and how to think about and sell to mammoth companies.
Jon Moskal
May 15, 2020 rated it it was ok
Wasn't applicable ...more
Oct 13, 2016 rated it it was amazing
Outstanding book. Not a bunch of platitudes, it is a practical step-by-step guide. Highly recommended.
Jul 11, 2011 rated it liked it
Shelves: business
Great eye-opening and memory refreshing book for senior sales executives. Jill over-emphasized - in my view - the importance of not talking about your company's product/service and focus instead on customer issues, but perhaps constant reminders on this is the actual remedy that we need! so I was patient while see repeating reminders on this point.

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
May 14, 2012 rated it really liked it
Shelves: miscellaneous
Required reading for the CRM meeting this year. Not bad, had a lot of good tips for being a better salesperson, but I kept coming back to one significant discrepancy for my use: I don't have personal control over my product. I felt like most of her tips were far easier to implement when you're pitching your own services or product. I guess I'll learn how I'm supposed to apply the skills tomorrow! ...more
Amy Harden
Nov 08, 2012 rated it really liked it
Excellent book for the new and more senior marketeer. New insights on selling and approaching a customer. A MUST Read. This book is used by Barnes & Noble in their training program for Community Relations Managers.
Alex De La Fuente
Jul 05, 2016 rated it really liked it
Very good book but repetitive the message is pretty simple. To many instructions and not to practical to apply if you follow through exactly as the book says. Honestly I skimmed through a lot of things and read just the essentials
Michael Nemtsev
Jan 05, 2011 rated it it was amazing
Shelves: sales
Quite good book describing approach to the prospective client from the value proposition angle. Recommended for consultants who work in pre-sales area
May 03, 2011 rated it it was ok
Good for what it is. I can't say it is exciting, but it is concise and to the point with a solid elucidation of some important concepts. ...more
Dec 24, 2011 rated it really liked it
have hardcopy & Kindle
Great reference for voicemails and emails
May 29, 2012 rated it it was ok
Good concepts, but rather repetitive.
Mark Fallon
Jun 23, 2012 rated it really liked it
Excellent resource, especially for people from smaller companies.
Wendy Mallon
Jun 25, 2013 rated it really liked it
Relevant, straight forward, easy to understand methods. Now for the action part....

Will definitely read other books that she has written.
Linda Darby
Jun 27, 2013 rated it really liked it
a really good instruction book for today's sales people ...more
Graham Mumm
Jul 12, 2013 rated it liked it
Useful but nothing you won't hear from every other BD blog in existence. ...more
Einar Sigurðsson
Apr 17, 2014 rated it liked it
Fantastic for everyone that are involved in sales or marketing. Could easily be a part of the curriculum in business schools.
Jul 30, 2014 rated it really liked it
A lot to like in this book about the mindset required for selling to large enterprise. Covers targeting, language, scripts, networking and campaigns.
Kim Stoffel
Jan 05, 2015 rated it liked it
While this might be somewhat dated, most of the strategy is still quite current and useful.
deleted d
Jun 07, 2015 rated it really liked it
focus on benefits not features
do your research, make it personal especially for the client

good stuff, will use tomorrow :)
Jun 07, 2015 rated it liked it
Shelves: nonfiction
while this book had some helpful tips, it didn't have as direct of a link to my job as to others. ...more
Abner Huertas
Oct 04, 2015 rated it really liked it  ·  review of another edition
This book gives really good advice, however what I didn't like is that is repetitive in every chapter. This book could be shorter with the same essence. ...more
Al Czarnecki
Oct 11, 2015 rated it it was amazing
An in-depth analysis of how to gain passage through the labyrinth and make a case with big companies. Based on hard experience, perceptiveness and persistence, and a worthwhile offering.
Jos dujardin
Aug 03, 2016 rated it liked it
Shelves: business-book
from now on part of my new account manager onboarding Reading list.
Kaloyan Roussev
Oct 07, 2016 rated it it was amazing
Shelves: business
She doesn't just teach vague common-sense techniques. She teaches very practical stuff drawn upon her massive experience in the field. ...more
Jan 27, 2017 rated it really liked it
Great book to start in your first sales career
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