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Selling To Big Companies

Find out how to cut through the noise and win bigger clients.

By Jill Konrath
16-minute read
Selling To Big Companies by Jill Konrath

Selling to Big Companies (2006) closely examines the ins and outs of dealing with corporate decision-makers. From making an initial contact to developing your sales pitch, this book will give you all the tools you need to sell to big companies.

  • Salespeople who want to get their foot in the door of a big company
  • Anyone who wants to know how to deal with corporate decision-makers
  • Anyone who wants to improve their communication skills

An expert in sales strategy, Jill Konrath teaches salespeople how to win more contracts and is renowned for her speeches and workshops. In addition to this book, she has authored other titles, including Agile Selling (2014) and Snap Selling (2012).

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Selling To Big Companies

By Jill Konrath
  • Read in 16 minutes
  • Contains 10 key ideas
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Selling To Big Companies by Jill Konrath
Synopsis

Selling to Big Companies (2006) closely examines the ins and outs of dealing with corporate decision-makers. From making an initial contact to developing your sales pitch, this book will give you all the tools you need to sell to big companies.

Key idea 1 of 10

Selling to big companies means understanding how their decision-makers think.

If you’ve ever tried to sell something to large company, then you know it’s not easy.

In your quest to make a sale, you’ll run into a lot of barriers. Even finding and connecting with the right person to make a sale can be difficult, as such people often keep themselves well-insulated from the onslaught of daily sales calls.

This isn’t by accident. Corporate decision-makers are busy people. They often don’t have the time or the inclination to talk to you about whatever product or service you’re selling.

Indeed, a decision-maker’s packed schedule and high performance pressures pose significant barriers for a salesperson outside the company who is trying to make a connection on the inside!

As just one of many examples, consider that the director of a pharmaceutical company told the author that he starts work every day at 4:30 a.m., just to ensure that he has time to read and answer all his emails before starting work. He doesn’t have a single second to waste on sales pitches!

If you want to reach a busy executive, you’re going to need to take a delicate approach. You don’t want to come off like your average, self-serving salesperson. Rather, you need to demonstrate to these business leaders that your product or service will be immediately beneficial to them by focusing on the specific value your products and services will bring to the company.

You want to make them think and consider new perspectives. If you can do that, then they’ll pay attention to you.

However, there’s another problem: corporate decision-makers hate change. Why? Because implementing changes means additional work for them, and they’re already pressed for time.

You have to make this change more palatable by explaining how you and your products and services will make their processes faster or cheaper, and thus make their lives easier.

So don’t be scared about selling to big companies! A solid understanding of how the company makes decisions will give you a great push in the right direction.

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