Summary of Selling to Big Companies
Dearborn Trade Publishing
The first step to selling to a big corporation is getting a meeting with a real decision maker. Think value, persistence and precision.
This succinct, concise, pointed, clearly written guide will help anyone who aims to sell to big companies. Author Jill Konrath is practical, focused and no-nonsense. She includes few of the personal yarns that freckle most such manuals, but enough to let readers know that she writes from experience. Much of what she says is common sense and should be general knowledge. For example, it is hard to imagine that any salesperson would waste time on self-promotion when customers really need and want solutions to their own problems. Yet many sales guides - including this one - emphasize the need to ask questions and offer solutions, so the emphasis must be necessary. The author provides a straightforward how-to manual, with step-by-step guides. She is not afraid to tackle the most elementary matters, such as how to write a letter or how to script a call. getAbstract finds that this book deserves a place on the shelf of any sales manager or salesperson who is targeting big companies.
In this summary, you will learn
- Why selling to big companies is different from selling to small companies; and
- What you can do to succeed in the big-company sales game.
About the Author
Jill Konrath teaches sales strategies, particularly selling to big companies, and consults with the trade media. She has been featured in Entrepreneur, Sales & Marketing Management and The Wall Street Journal’s Startup Journal, among others.
Comment on this summary
2 years agoVery good summary. For advanced sales reps - reading the full book - directs you right to main topics worth of focus.
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