The biggest challenge most of us with a complex sale face is getting access to executives, especially those in BIG companies. Sales cycles have gotten longer. This succinct, concise, pointed, clearly written guide will help anyone who aims to sell to big companies. Author Jill Konrath is practical, focused and. Jill Konrath’s sales blog with selling tips & strategies to help you win big contracts . Sales training strategies for prospecting, cold calling, and.

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A lot to like in this book about the mindset required for selling to large enterprise.

It seems simple, but is almost so obvious you’d overlook it. The problem is getting the good marketing behind it.

Selling to Big Companies

Jun 07, Dvir Oren rated it really liked it. That said, I got defensive when it came to her comments about marketing. New insights on selling and approaching a customer.

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. It’s almost impossible to get them to pick up the phone.


Great eye-opening and memory refreshing book for senior sales executives.

Good concepts, but rather repetitive. Price may vary by retailer. I can’t say it is exciting, but it is concise and to the point with a solid elucidation of some important concepts.

Not a bad strategy. Oct 13, Phillip rated it it was amazing. Matt rated it it was amazing Nov 25, Interested strategies on how to contact the elusive decision makers to build a strong sales funnel. May 03, Jacob rated it it was ok.

Selling to Big Companies by Jill Konrath

Quite good book describing approach to the prospective client from the value proposition angle. Goodreads helps you keep track of books you want to read.

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. Then again, maybe the fact I used the phrase “buzz-words” makes me a hypocrite. Thank you for signing up, fellow book lover!

May 29, Shoshana rated it it was ok. Could easily be a part of the curriculum in business schools. I just found myself bracing for the marketing remarks. I hate the word rightsizing. There are no discussion topics on this book yet. Excellent book for the new and more senior marketeer.


Selling to Big Companies by Jill Konrath. Want to Read saving…. Use these sure-fire strategies to crack into big accounts, shrink your sales cycle and close more business. Oct 11, Al Czarnecki rated it it was amazing.

The book ends at that point, so seling is no full sales cycle details, but for that stage you can kkonrath other books. Check out the Table of Contents before buying. I don’t have personal control over my product. Aug 03, Jos rated it liked it Shelves: Great book to start in your first sales career.

Check out the Account Entry Toolkit for ideas on how to apply this process to your own unique business.