The author's experience and insights are incredible, on-target, and invaluable. I've been is sales for over twenty years and I knew or sensed some of this but to find one person willing to share all of this skill and knowledge in one place is remarkable. As the Sales Manager for a relatively small company selling custom Retail merchandising solutions to large companies (Retail Chains & their Vendors) we will adopt all of Ms. Konrath's recommendations and strategies into our sales process immediately. Chapter 11 in particular is profound relative to getting one's foot in the door. We find that once we penetrate the corporate armor, the kinds of people and companies we work with usually love our value proposition and become large and long-term customers. You can go to the bank with this book. It is a masterpiece.
Amen!
AWS
Chicago, IL

This book brings together a lot of concepts and ideas that many people, if given the time, would say "yes, of course that's right I just forgot". Un-like generic "sales process/skills" books, Jill has done a good job of getting the context correct for people who are targeting big companies, just like the book says.

Whether you are new to selling, moving to a new sales environment or just looking to refresh your's or your team's approach this book will make it simple to get on track.

I highly recommend this book to anyone who is looking to sell into large companies. It was very informative and gave great ideas!

Selling to Big Companies can even be applied to those of us who work with smaller companies

I bought this book at the same time as I bought "Bag the Elephant" by Steve Kaplan. (Do not waste your money on that one!) "Elephant" is full of the old tired sales techniques that we have grown to detest, while "Selling to Big Companies" offers a refreshing approach to selling by not selling. Jill Konrath puts you in the mindset of being a peer and a consultant, not a salesperson. In my personal experience, this approach honors your own committment to your line of work and takes you out of the realm of "sales," and into the line of "service."

After seven-plus years as a freelance communications professional, I brought my skills in-house to begin a new career in sales. I began reading, researching, and soaking up the best sales practices I could uncover. As a result of my recent promotion, however, I am now responsible for reaching out to key decision makers at large enterprises, including many listed in the Fortune 1000 and Forbes Global 2000. So I eagerly sought a definitive guide for selling to these big companies...And I found it.

Jill Konrath's "Selling to Big Companies" provides proven techniques for sales professionals at all experience levels. With her special insights, such as finding key decision makers, properly researching companies, and identifying triggering events, Jill''s lessons have already paid off for me.

I purchased two copies (one for the office, one for home) of Jill's book, and I have enthusiastically recommended this book to our entire sales team.

Every decision maker is surrounded by a wall of voicemail, email, and gatekeepers. Not only has technology made decision makers tougher to reach, but downsizing has heaped more work on top of management, so they have very little time to consider new products and services. This book provides strategies for the salesperson trying to crack a new account,and it helps you refocus your sales process to get through to time-starved execs. Furthermore, the sample emails, letters, and voicemail messages help you revise your value statement in a perspective that decision makers want to hear.

This book is easily the best sales book I've ever read. Implementing Jill's methodology has literally transformed my career and made me more money than I ever dreamed possible. I no longer view myself as a "sales person", I now view myself as a "business improvement specialist". According to Jill, this mindset is the #1 key to success. And I have to say I've seen this truth play out in arguably the most competitive business environment in the world, New York City.

The section on leveraging email as an account entry strategy has been especially helpful to me. I can't tell you how many meetings I've generated from well-crafted, customized emails and subject lines. In the age that we live so driven by technology, get this book for no other reason than just that.

Quite a good book. It's especially valuable for salespeople who struggle to get through voicemail. Most of the value added comes form strategies that bring you through voicemail. I come form Europe where voicemail is not so popular and therefore the value of the book is limited for me. The book writes also about value, gatekeepers and other buying influences etc. but many of the subjects I have already read in other books.

If you are selling into big companies, you must read this book! It presents an easy to follow strategy and plan that you can implement today. Jill understands what it takes to win complex sales. Benefit from her insight!

Lee B. Salz... author of Soar Despite Your Dodo Sales Manager

If you are selling into big companies, you must read this book! It presents an easy to follow strategy and plan that you can implement today. Jill understands what it takes to win complex sales. Benefit from her insight!Soar Despite Your Dodo Sales Manager

I now know how Paul must have felt on the way to Damsacus after reading this book. This is the only book you need to get in front of Business Leaders when they are ready to buy. Jill teaches you to let companies tell you what they need, why they need it, and when they will buy it.

I'd be delighted to share 2 of many successes I've had using this book. My first success was actually in the sales job interview with my current employer. Preparing for it I thought, "I know Jill has the answer to how this should be done." So I outlined my presentation according to her suggestions. Then I practiced it. And practiced it. I knew I was connecting with the Executives while presenting. When I finished they said, "Of course you can think about this before making a decision, but
we'd like to start the process right away to bring you on board."

The second one happened only 7 months later -- My employer awarded me as Most Innovative out of 150+ reps over the same product line across the U.S. Canada and India. How did they present me? I was described as an "innovative sleuth, always looking for clues to crack the code." One case was cited explaining "the CFO called back because Travis' message was about them, not us."

And I don't hesitate telling others this book explains the right way to do it.

As always, Jill, keep up the great work!

Travis

If you are a Sales Professional, marketer or business owner you have certainly, at some point, realized that selling to the big companies in your territory or market would take your career or business to the next level. Of course the next thought you had was, most likely, "how in the world do I get in the door?"

I find that the best advice and coaching comes from those who have been in the trenches, who have fought the battles, and who, despite obstacles and setbacks, have won. Jill Konrath is that person and Selling To Big Companies is hands down the best advice I have read on cracking the code to big company sales.

In this book Konrath delivers practical advice in an easy-to-understand format. Her ideas are easily implemented and will have immediate impact on your sales. Most importantly she will help you stand in the shoes of the Big Company buyer. And once you understand how the world works from the buyer's point of view she teaches powerful strategies to open doors, connect and deliver value that will result in big sales today and long-term relationships that continue to grow over time.

Jeb Blount,PowerPrinciples: Do You Have The Winning Edge?

I AM YET TO RECEIVE THIS BOOK ORDERED LONG TIME AGO
WHAT IS HAPPENING TO ITS DELIVERY

HARISANKAR IYER

I teach copywriters and other freelancers how to build successful businesses by targeting the high-quality clients.

Until Jill's book came along, I really struggled with teaching the mindset and day-to-day realities of the target market we work so hard to get in front of.

This book is now part of my required reading list, and I refer to it throughout my coaching program. Jill, thank you for recognizing the void in the marketplace for this information!

Chris Marlow, Veteran copywriter and marketing coach, Palm Desert, CA

For a year I sat in my chair, calling, calling. Weeping. Then I read Jill Konrath's book, Selling to Big Companies. What a relief! The sale wasn't about me! It wasn't about the "five first words," or whether the customer liked me. Successful selling isn't a 42-part esoteric formula. Instinctively, I knew what she said made sense. My ephiphanous moment? -- when Jill told me to put myself in my customer's head. Now I get it! Buy the book. New. You'll want to make your own notes.

Jill Konrath paints an accurate picture of the new environment faced by sales professionals working in B2B markets. Although this excellent book is written as a how-to guide to helping sales professionals, consultants, and small business owners sell their products and services to big corporations, the techniques and advice she provides applies to every B2B sales professional faced with the task of breaking in to a large corporate account opportunity. And for those of us in marketing, there are many lessons from Jill's book we can draw in our own efforts to support the sales teams we serve.

For example, Jill is the first writer of any sales-related book to accurately describe the way things really work in big companies today: Thanks to restructuring, short-staffed corporations are pushing their staffs relentlessly to do more with less, and they're demanding greater accountability and hard measurability for every purchase decision. Prospects inside of big companies have more projects than they have time to complete, and many priorities competing for their precious time. Increasingly, these prospects working inside of big companies are "wise" to the tired old techniques of psychological manipulation and "closing" still used by the many salespeople who approach them every day.

In her book, Jill defines a "New Model for Sales Success" that is a process of understanding the business problem or issue that's faced by the prospect, and how to position and present your product so that it addresses and solves this problem or issue. This is a major shift away from how sales reps (and marketers) often present their products, by recitation of sales benefits and product features, which are often rattled off from the company brochure. Jill's book covers a range of practical sales and marketing techniques to help build an effective value proposition to address prospect problems and needs, and a detailed, structured approach to developing a campaign to identify, approach, establish contact with, and present to the key purchasing decision-makers inside of big companies.

Although written for sales professionals, Selling to Big Companies is a must-read book every marketing professional, for two important reasons. First, Jill's accurate description of the new environment faced by sales professionals is the same environment we as marketers face when reaching these same potential prospects with ads, direct mail, and Internet marketing programs: More and more, these potential prospects have trained themselves to screen out the senseless marketing hype they're seeing in ads, brochures, and other marketing in their field. Instead, they look for the basic information that helps them answer the questions they have about products such as yours, usually by using Google to do their research. For marketers, using Jill's techniques to build better value propositions into company marketing programs can help improve the effectiveness of any marketing effort, even before the sales rep's first contact with a prospect.

Eric Gagnon
Author
The Marketing Manager's Handbook

So many sales training courses start with the customer saying "I need to buy a new thing," Ms. Konrath does not. Instead, she gives fresh ideas and insights into an approach that works. No more selling freezers to Eskimo's -- her's is a real value based approach. I highly recommend this book.Selling to Big Companies

This book cannot be praised enough. The only improvement is to change the title. This book isn't just for selling to big companies! This book is for anyone who needs prospects and whose company does a poor job of generating leads for them (everyone is in this situation I think). Selling to Big Companies debunks many of sales myths, especially those loved by out-of-touch managers who want more results but are clueless about how to get them. We are living in the `perfect storm' of sales resistance, especially in regards to getting in at all. Selling `high' isn't the answer, any more than the tired, worn-out approach of cold calling. This book, however, is the answer!

There are thousands of books and systems for sales. Almost all of them ignore or minimize the realities of how hard it is today to get into accounts to even begin `selling.' Few books have little useful information on prospecting or lead generation. No matter how good you are if you can't get in the door you can't be a solution, strategic, customer-focused, closed sub (Sandler), or ad nauseam `flavor of the day' seller. This book, coupled with "Selling Against the Goal" has replaced 90% of my selling library and is an indispensable read.

This book is a practical workbook: not simply a theoretical system of selling that does you no good in the day to day selling world where we all live. This book tells you how to make a plan, to create a prospect campaign: the how-to of developing leads and prospects within your territory. The book has very explicit instructions that show you how to work an area, develop business, and close sales. "If you're not getting in," for example the book tells us, "it is because your value statement isn't very good." This book goes far beyond the worn out and doesn't work advice of `just cold call more.' This book may have saved my career. It will definitely improve anyone's sales efforts if they apply it.

It is hard to get the attention of an Executive of a large company no matter what you have to offer. Jill helps point out the ways that will help you get in, prepared when you are in, and the steps to closing the account. It's a must read for anyone who could improve in these areas.

Jill Konrath reminds all of us that selling is everything about the client and nothing about us. Whether you are new to sales or a veteran, this book is a must-read. Jill immediately gets us into the shoes of our harried customers and teaches us how to talk to them. She provides specific questions for us to answer and gives us tips and templates for making a call. I've been selling and managing sales teams my entire career, wrote my book on selling--No More Cold CallingTM: The Breakthrough System That Will Leave Your Competition in the Dust--and I took tips away from this book that I've used immediately. This is an engaging and important read!

I have been in sales since I am 15, and now 30+ years later, it's about time someone wrote a book that not only pointed out the imprortance of tools, but how to write them as you read along.

Sales training does not generally stick because it does not effectively impact behavioral change. Jill tackles this problem by using tools to help you along, in learning what to do, and using tools to help do it each and every day.

She is refreshing, honest, and gives solid advice to anyone selling anything to a business...large or even small.

This book was excellent; from the get-go Jill Korath provided solid advice based on experience; continuing from there she gave her methods to improve sales. It's worked well for me.

First, Jill concisely demonstrates the fallacy of "We're so great" sales pitches. Then she explains in clear language the benefit of the "solve their problems with your solutions" consultative approach.
A must read if you are serious about selling to big companies. Be prepared to Read . . . Act . . . Sell!

Frankly, I began to read this book with some skepticism because I had already read dozens (hundreds?) of books about sales - including Anthony Parinello's Selling to VITO and Getting to VITO - and doubted that there would be much (if anything) left for Jill Konrath to discuss. I soon realized that I was wrong. True, Konrath offers few head-snapping revelations but her extensive personal experience (especially with rejection and failure) is rigorously examined, her advice is eminently practical, and the material is rock-solid, enhanced by the direct and conversational rapport she immediately establishes and then sustains with her reader. So many books about sales resemble a series of formal presentations at a conference or lectures by a business school professor. Not so with Konrath who understands that competition (with one's self as well as with others) is "the name of the game" in the business world, and, success there can be achieved only in the "trenches" of thorough preparation and styrategic (but prudent) persistence.

Appropriately, in Part One, she first explains what is required of those who attempt to sell to "big(ger)" companies. There are many challenges to avoid or overcome, several the result of misconceptions which Konrath summarily repudiates. This is a uniquely valuable section of the book because it makes crystal clear what experienced salespersons must "un-learn" about what they have assumed to be true thus far, and by doing so, Konrath makes it crystal clear to others what simply doesn't work...and why. Those in the latter group will probably find it easier to apply her advice which is at all times practical...and immediately actionable.

In Part Two, Konrath explains how to "build a foundation" for what eventually should become a cohesive, comprehensive, and cost-effective system for effective preparation, cultivation, and solicitation. What she is talking about really is a high-stakes "game" played against formidable opponents according to rules which can sometimes change suddenly. Some of the most important material in this Part focuses on the imperative need for a strong value proposition. There's good news and there's bad news. First the bad news: Most value propositions are weak. Now the good news: Most value propositions are weak. Her explanation of how to formulate and then leverage a strong value proposition, all by itself, is well worth ten (or 100) times the cost of the book.

With all necessary preparations thoroughly explained and illustrated (i.e. what's true and what isn't, what works and what doesn't), Konrath shifts her attention to "launching the campaign" in Part Three. Once again, there is a step-by-step process involved: Identify key decision-makers, Stop waiting for them to call back, Create enticing voice mail messages, Leverage e-mail strategies to get in, etc.

What about barriers and how to overcome them? Konrath explains "how to become irresistible to decision-makers" by overcoming obstacles and eliminating objections in Part Four. In Chapter 18, for example, she explains how not to treat a gate keeper who can then become an ally, a "gate opener."

How to accelerate the sales process? This question raises immensely complicated issues because decision-makers have too much to do, not enough time, and are under great pressure to add value to their company by eliminating waste, lowering operating costs, increasing productivity, solving various problems, filling various needs, etc. Although decision-makers are indeed hurried and harried, they will strongly resent being "pushed" by overly aggressive salespeople. What to do to "advance the sale"...and what not to do? Konrath addresses those and other important issues in Part Five.

I especially appreciate Konrath's use of various reader-friendly devices, such as a "Key Points" section with which she concludes each of the 22 chapters. These devices will facilitate, indeed accelerate a periodic review of her core concepts as well as her admonitions and commendations. (Often, her advice as to what not to do is more valuable than is her advice as to what to do.) I also appreciate the nine "tools" which she provides in Appendix A. It would be a fool's errand to read any one book -- including this none -- and then immediately (and mindlessly) adopt and apply all of its author's ideas. Think in terms of having a tool box into which you place those tools which you have carefully selected from a variety of different sources. I certainly recommend Konrath's "tools" (including the nine in Appendix A) but also Neil Rackham's concerning SPIN Selling questions and what Jacques Werth has learned about perfecting closing skills and then using them to pre-qualify prospects. The point is, learn all you can about all of the salesmanship "tools" which are now available but use only those which are most appropriate to your needs, and, only those which work best together in combination.

Earlier, I did not damn with faint praise when suggesting that there are few (if any) head-snapping revelations in this book, nor does does Konrath claim that she offers any. Some readers (probably experienced salespeople) may be surprised to learn that some of their cherished ideas about selling are either wrong or no longer sound. What gives Konrath credibility and what makes her material so valuable is the fact that, as she frankly admits, she once had all manner of misconceptions about selling and, because of them, probably made every wrong decision and every mistake possible. She acknowledges the difficulty of re-thinking what to do and how to do it. She has also learned a great deal from those enrolled in her sales training programs. (The best teachers always learn at least as much as their students whereas the worst teachers never seem to learn anything, nor do their students.) In this book, Konrath shares what she thinks is most important and urges her reader to remember what is most important. She concludes with this advice:

"Finally, realize that you are the biggest differentiator of all. Become an expert. Know your customer's business, processes, and marketplace trends as well as they do. Deepen your knowledge of your product line, capabilities, and total solution capacity. Constantly be thinking about how you can help your customers improve their operations and reach their goals. Competitors can create copycat products and services overnight, but no one can replicate you and your brain. Your ability to provide a continuous stream of fresh ideas, insights, and information to corporate buyers will make you irresistible, invaluable, and ultimately, indispensable."

For many readers, the same will be true of Jill Konrath after they read her book.

Frankly, I began to read this book with some skepticism because I had already read dozens (hundreds?) of books about sales - including Anthony Parinello's Selling to VITO and Getting to VITO - and doubted that there would be much (if anything) left for Jill Konrath to discuss. I soon realized that I was wrong. True, Konrath offers few head-snapping revelations but her extensive personal experience (especially with rejection and failure) is rigorously examined, her advice is eminently practical, and the material is rock-solid, enhanced by the direct and conversational rapport she immediately establishes and then sustains with her reader. So many books about sales resemble a series of formal presentations at a conference or lectures by a business school professor. Not so with Konrath who understands that competition (with one's self as well as with others) is "the name of the game" in the business world, and, success there can be achieved only in the "trenches" of thorough preparation and prudent persistence.

Appropriately, in Part One, she first explains what is required of those who attempt to sell to "big (ger)" companies. There are many challenges to avoid or overcome, several the result of misconceptions which Konrath summarily repudiates. This is a uniquely valuable section of the book because it makes crystal clear what experienced salespersons must "un-learn" about what they have assumed to be true thus far, and by doing so, Konrath makes it crystal clear to others what simply doesn't work...and why. Those in the latter group will probably find it easier to apply her advice which is at all times practical...and immediately actionable.

In Part Two, Konrath explains how to "build a foundation" for what eventually should become a cohesive, comprehensive, and cost-effective system for effective preparation, cultivation, and solicitation. What she is talking about really is a high-stakes "game" played against formidable opponents according to rules which can sometimes change suddenly. Some of the most important material in this Part focuses on the imperative need for a strong value proposition. There's good news and there's bad news. First the bad news: Most value propositions are weak. Now the good news: Most value propositions are weak. Her explanation of how to formulate and then leverage a strong value proposition, all by itself, is well worth ten (or 100) times the cost of the book.

With all necessary preparations thoroughly explained and illustrated (i.e. what's true and what isn't, what works and what doesn't), Konrath shifts her attention to "launching the campaign" in Part Three. Once again, there is a step-by-step process involved: Identify key decision-makers, Stop waiting for them to call back, Create enticing voice mail messages, Leverage e-mail strategies to get in, etc.

What about barriers and how to overcome them? Konrath explains "how to become irresistible to decision-makers" by overcoming obstacles and eliminating objections in Part Four. In Chapter 18, for example, she explains how not to treat a gate keeper who can then become an ally, a "gate opener."

How to accelerate the sales process? This question raises immensely complicated issues because decision-makers have too much to do, not enough time, and are under great pressure to add value to their company by eliminating waste, lowering operating costs, increasing productivity, solving various problems, filling various needs, etc. Although decision-makers are indeed hurried and harried, they will strongly resent being "pushed" by overly aggressive salespeople. What to do to "advance the sale"...and what not to do? Konrath addresses those and other important issues in Part Five.

I especially appreciate Konrath's use of various reader-friendly devices, such as a Key Points" section with which she concludes each of the 22 chapters. This will facilitate, indeed accelerate a periodic review of her core concepts and her admonitions as well as commendations. (Often, her advice as to what not to do is more valuable than her advice as to what to do.) I also appreciate the nine "tools" which she provides in Appendix A. It would be a fool's errand to read any one book - including this none -- and then immediately (and mindlessly) adopt and apply all of its author's ideas. Think in terms of having a tool box into which you place those tools which you have carefully selected from a variety of different sources. I certainly recommend Konrath's "tools" (including the nine in Appendix A) but also Neil Rackham's concerning SPIN Selling questions and what Jacques Werth has learned about perfecting closing skills and then using them to pre-qualify prospects. The point is, learn all you can about all of the salesmanship "tools" which are now available but use only those which are most appropriate to your needs, and, only those which work best together in combination.

Earlier, I did not damn with faint praise when suggesting that there are few (if any) head-snapping revelations in this book. At no point does Konrath suggest that there are. Some readers (probably experienced salespeople) may be surprised to learn that some of their cherished ideas about selling are either wrong or no longer sound. What gives Konrath credibility and what makes her material so valuable is the fact that, as she frankly admits, she once had all manner of misconceptions about selling and, because of them, probably made every wrong decision and every mistake possible. She acknowledges the difficulty of re-thinking what to do and how to do it. She has also learned a great deal from those enrolled in her sales training programs. (The best teachers always learn at least as much as their students whereas the worst teachers never seem to learn anything, nor do their students.) In this book, Konrath shares what she thinks is most important and urges her reader to remember what is most important. She concludes with this advice:

"Finally, realize that you are the biggest differentiator of all. Become an expert. Know your customer's business, processes, and marketplace trends as well as they do. Deepen your knowledge of your product line, capabilities, and total solution capacity. Constantly be thinking about how you can help your customers improve their operations and reach their goals. Competitors can create copycat products and services overnight, but no one can replicate you and your brain. Your ability to provide a continuous stream of fresh ideas, insights, and information to corporate buyers will make you irresistible, invaluable, and ultimately, indispensable."

For many readers, the same will be true of Jill Konrath after they read this book.

Frankly, I began to read this book with some skepticism because I had already read dozens (hundreds?) of books about sales - including Anthony Parinello's Selling to VITO and Getting to VITO - and doubted that there would be much (if anything) left for Jill Konrath to discuss. I soon realized that I was wrong. True, Konrath offers few head-snapping revelations but her extensive personal experience (especially with rejection and failure) is rigorously examined, her advice is eminently practical, and the material is rock-solid, enhanced by the direct and conversational rapport she immediately establishes and then sustains with her reader. So many books about sales resemble a series of formal presentations at a conference or lectures by a business school professor. Not so with Konrath who understands that competition (with one's self as well as with others) is "the name of the game" in the business world, and, success there can be achieved only in the "trenches" of thorough preparation and prudent persistence.

Appropriately, in Part One, she first explains what is required of those who attempt to sell to `big (ger)" companies. There are many challenges to avoid or overcome, many of them the result of misconceptions which Konrath summarily repudiates. This is a uniquely valuable section of the book because it makes it crystal clear what experienced salespersons must "un-learn" about what they have assumed thus far, and by doing so, makes it crystal clear to others what simply doesn't work...and why. Those in the latter group will probably find it easier to apply Konrath's advice which is at all times practical...and immediately actionable.

In Part Two, explains how to "build a foundation" for what eventually should become a cohesive, comprehensive, and cost-effective system for effective preparation, cultivation, and solicitation. What Konrath is talking about really is a high-stakes "game" played against formidable opponents according to rules which can sometimes change suddenly. Some of the most important material in this Part focuses on the imperative need for a strong value proposition. There's good news and there's bad news. First the bad news: Most value propositions are weak. Now the good news: Most value propositions are weak. Learning how to formulate and then leverage a strong value proposition, all by itself, is well worth ten (or 100) times the cost of the book.

With all necessary preparations thoroughly explained and illustrated (i.e. what's true and what isn't, what works and what doesn't), Konrath shifts her attention to "launching the campaign" in Part Three. Once again, there is a step-by-step process involved: Identify key decision-makers, Stop waiting for them to call back, Create enticing voice mail messages, Leverage e-mail strategies to get in, etc.

What about barriers and how to overcome them? Konrath explains "how to become irresistible to decision-makers" by overcoming obstacles and eliminating objections in Part Four. In Chapter 189, for example, she explains how not to treat a gate keeper so that she or can then become an ally, a "gate opener."

How to accelerate the sales process? This question raises immensely complicated issues because decision-makers have too much to do, not enough time, and are under great pressure to add value to their company by eliminating waste, lowering operating costs, increasing productivity, solving various problems, filling various needs, etc. Although decision-makers are indeed hurried and harried, they will strongly resent being "pushed" by overly aggressive salespeople. What to do to "advance the sale"...and what not to do? Konrath addresses those questions in Part Five.

I especially appreciate Konrath's use of various reader-friendly devices, such as a Key Points" section with which she concludes each of the 22 chapters. This will facilitate, indeed accelerate a periodic review of her core concepts and her admonitions as well as commendations. (Often, her advice as to what not to do is more valuable than advice as to what to do.) I also appreciate the nine "tools" which she provides in Appendix A. It would be a fool's errand to read any one book - including this none -- and then immediately (and mindlessly) adopt and apply all of its author's ideas. Think in terms of having a tool box into which you place those tools which you have carefully selected from a variety of different sources. I certainly recommend Konrath's "tools" (including the nine in Appendix A) but also Neil Rackham's concerning SPIN Selling questions and what Jacques Werth has learned about perfecting closing skills and then using them to pre-qualify prospects. The point is, learn all you can about all of the salesmanship "tools" which are now available but use only those which are most appropriate to your needs, and, only those which work best together in combination.

Earlier, I did not damn with faint praise when suggesting that there are no head-snapping revelations in this book. At no point does Konrath suggest that there are. Some readers (probably experienced salespeople) may be surprised to learn that some of their cherished ideas about selling are either wrong or no longer sound. What gives Konrath credibility and what makes her material so valuable is the fact that, as she frankly admits, she once had all manner of misconceptions about selling and, because of them, probably made every wrong decision and every mistake possible. She acknowledges the difficulty of re-thinking what to do and how to do it. She also learned a great deal from those who have enrolled in her sales training programs. (The best teachers always learn at least as much as their students whereas the worst teachers never seem to learn anything, nor do their students.) Konrath shares what she thinks is most important and urges her reader to remember what is most important. She concludes her book with this advice:

"Finally, realize that you are the biggest differentiator of all. Become an expert. Know your customer's business, processes, and marketplace trends as well as they do. Deepen your knowledge of your product line, capabilities, and total solution capacity. Constantly be thinking about how you can help your customers improve their operations and reach their goals. Competitors can create copycat products and services overnight, but no one can replicate you and your brain. Your ability to provide a continuous stream of fresh ideas, insights, and information to corporate buyers will make you irresistible, invaluable, and ultimately, indispensable."

For many readers, the same will be true of Jill Konrath after they read this book.

This book is timely and relevant for today's competitive and always changing sales environment. With large corporate mergers and acquisitions, it's difficult to know how to effectively sell into these large organizations.

Jill's approach is tactical, clear and focused. I'm recommending it to all my sales teams and managers.

Great work!
Josiane Feigon, President of TeleSmart Communications, San Francisco

I found this book to be loaded with valuable, savvy, current information and education regarding the reality of today's outside sales world and how to move toward success in it!
A "must read" for anyone in sales attempting to get a "foot in the door" with large companies!

You could tell, starting with the first chapter, that Jill had been in the sales trenches herself. She talks knowingly that the sales marketing/cold calling scenarios now trying to be used have become obsolete.

But unlike other books that dwell on commentary of the present condition, she launches into action plans and what you need to do to market and advise and sell in the 21st century. From Value propositions, to targeting specific companies...No more mass calls, no more mass mailings, Jill has correctly identified that the internet, voicemail have made the buyer at big companies able to filter out all unwanted sales calls unless they are correctly stated and targeted to their particular needs. Anything that you are selling needs to be thought of as a tool to be used by your big company buyer.

All during the action scenarios, what I appreciate most, is that she continues to reinforce the "mindset" that needs to be in every action. No pitching product, no personal chest thumping. A solid book with insight and attitude that will hold you in good stead with your marketing plans and strategies for many years to come.

I just finished reading this book. It really is terrific.

The best thing about it is that it gives people who have never thought
about attempting a sale to a big company the realization that yes, selling to
a big company is doable and why shouldn't a big company's next vendor be me?

This book also gives practical and easy-to-use-right-now tips on how to
contact the people who control the purse strings and make the decisions at large corporations.

This book does a great job of helping smaller vendors break into the "bigtime".

Richard Kennedy

Jill Konrath knows the problems that sales people are having in today's competitive market. As I read the first few chapters it was as if she was writing the book specifically for me. Anyone who is in sales must read this book, then hire her to speak to your whole team. This book is destined to be amongst the all time classic sales books.

I found the book to be very helpful in identifying the challenges faced in selling into a more complex environment. The ideas for overcoming the challenges were good. I think this is an excellent book to use as a guide for sales people to think about why they might not being seeing the level of success available to them. Key thought is to stop thinking in terms of your own product and think more about the value of your product/service/solution from the customer's side of the desk.

I have only had a chance to read the chapter Key points so far but from what I have seen so far, I can see it helping me be more successful after reading it.

The way I look at the purchase of this book, if I can get just one additional sale after reading it, it is worth the purchase price and the time spent reading the book.

This book certainly could result in at least one additional sale. It is well organized and it is chock full of useful information.

Well done.

I have been a student of sales and marketing for many years and have read countless books, listened to numerous tapes, and attend many seminars. I belong to or have attended all the appropriate networking groups. Several years ago I became a President's Club member of a local Sandler Sales franchise. I even made a significant investmet in having a multi-media business card developed so I could differentiate myself from all the suitors a decision maker sees on a daily basis.

But quite honestly, Jill's book is the best resource I have ever read, and it is causing me to drastically re-think how I market and sell my services. Although she calls it "selling to big companies", I believe most of her principles are applicable for businesses of any size. Regardless of size, everyone is busy and they just don't have time to waste on sales people who do not offer anything of value.

Almost all the resources on the market recycle old techniques that are no longer applicable in today's sales environment. After spinning my wheels and spending a considerable amount of money with inaffective "cold drop-in calls", cute direct mail pieces, and boring telemarketing calls, I am discontinuing everything and restructing my efforts based on the principles outlined in Jill's book.

This book is simply the best handbook I have ever read on how to sell in today's challenging environment, and it will certainly be a means of separating any follower of its powerful principles from the rest of the selling pack.

Selling to Big Companies by Jill Konrath gives good techniques for penetration of the large corporate account fortress, and will help you land big corparate clients.

Konrath discusses the misconceptions of corporations that those on the outside often hold, about corporate efficiency, communications and other assumptions that one may make-- and gives direction on how to identify, approach and communicate with corporate decision makers to get your big account.

Useful techniques for planning your approaches and meetings are included.

This book puts you on the right track for success in corporate account sales.

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. We find that this book deserves a place on the shelf of any sales manager or salesperson who is targeting big companies.

Selling To Big Companies is by far the most relevant and useful business book I have read in the last decade. Jill Konrath's writing style makes for an easy to read, and for a business book, it's actually a bit of a "page-turner." The material is very practical and intelligent and the tools she provides can make an big difference immediately. I used her voicemail strategy and got a call back about 10 minutes after leaving my second message for an executive at a big company I've been pursuing.

The perspective this book gives to a seasoned sales person starting a new business is really eye-opening and it has helped and inspired me immensely. Thanks Jill!

Steve Condon
Oceanside, CA

I have read many books on selling, making a name for yourself, and making a difference for your company. But none have been as focused and powerful as Selling to Big Companies. If your selling has been all about you and your product (and if your results are less than what you want), then get ready for a major paradigm shift. Jill spells it out loud and clear, and keeps on repeating the point: If you want to sell to big companies, you must make your effort all about them, not you or your product. She takes you through every step of the process, showing you where you can find information about your targeted clients, gives you plenty of resources, and has an entire chapter on the objections you're likely to encounter. I put this book on my exercise bicycle's reading stand, and found myself pedaling away far longer than usual each morning because the ideas had my mind racing with great things I could do that day. Use Jill's guidance to put together your value proposition, and you'll never look back! I'm recommending this book to every business person I know.

The "Triggering Events", "Account Entry Campaign" and Voicemail areas of the book make it worth its weight in GOLD!

I highly recommend Selling to Big Companies.

Thesis: You can achieve your goal of selling to big companies by first deconstructing why you've failed before, then creating a new game plan to forge new territory by breaking down old barriers on your way to victory.

Structure: 22 chapters spread over five parts of the book; two appendices also included. Each chapter ends with a bulleted list of key points to reinforce the most important aspects of the material.

I found the following especially helpful:

Understand Corporate Decision Makers (Ch. 3, pp. 19-27)
Understanding your prospect's world is essential, right? And so it is with selling to big companies. Jill explains very clearly the firefighting world that corporate decision makers live in and what this means for your approach. One specific insight I found very enlightening was that corporate decision makers "haven't got time for the pain" (p. 22) of taking the time for building rapport as we'd often like.

Is Your Value Proposition Strong Enough? How to Strengthen Your Value Proposition (Ch. 6 and 7, pp. 51-61 and 63-73)
In these chapters, Jill shows you how to form a strong value proposition that prospects will find irresistible. She points out the epidemic of weak value propositions (pp. 53-55) and informs you that it's essential to describe tangible, measurable business outcomes and acknowledge opportunity costs. Chapter Seven shows you how to identify and increase the power of your value proposition (p. 64), how to address a lack of metrics (p. 68), and how to test effectively (p. 72).

Break Through the Barriers (Part Four, Ch. 16-19)
Part Four focuses on breaking through the barriers of corporate sales. You'll learn practical tactical ideas for your call (p. 163) and how to stay persisitent in the face of your prospects' brush-offs (p. 177). Jill also gives you invaluable instructions on how not to treat gatekeepers (p. 186) and how to maintain your contact without sounds desparate (p. 193).

While those who sell only to small companies will find a lot of useful information here, I consider the book almost a necessity for those wanting to land large companies as clients.

Buy Jill's book. This is the absolute best sales book I ever read. This is the first time I've ever written a review.

I was in sales for 11 years before I left. I stayed away from sales for four years. I came back last year. The world changed. Everything I used to do, doesn't work anymore and Jill says exactly that in her book. She perfectly details the voice mails, the letters and the conversations I've had with potential customers. She describes them in detail, accurately and then Jill explains why that doesn't work anymore. I got the feeling she knew me as I was reading the book. Happily, Jill then describes in detail the right way to sell. She says do A, then B, then C. Jill says it all in a down-to-earth style. I felt like I knew her. She has the entire sales cycle described. Nothing is left out. This book is a blueprint. It's a map. If you want to be successful, really successfully in sales, buy this book.

I have read A LOT of sales books. Without exception, this is the best. I highly recommend it.

I didn't know how much I needed this book until I read it! I'm an independent management consultant and I've had some real success over the years. But, I've recently found myself in a slow time and haven't gotten any new contracts for two months. Since buying the book, I updated my web site with a strengthened value proposition and have redesigned my business development letters as well. I feel more confident than I have in a long time and it's directly related to taking Jill's advice. I only bought the book a couple of weeks ago and I've been able to get a meeting with a new client. The deal isn't signed yet . . . but, I'm confident it will! This is a great book.

Konrath's insights are spot-on about what is happening in the corporate world and what you feel and experience in trying to sell to that market.

Marketers should also read this book to understand the big challenges that face their sales forces and how new marketing efforts can ease the sales process.

This book is clearly meant as a daily tool for sales reps who are driven by meeting quarterly quotas and other measurable sales activities. I wish that she had addressed another common sales situation: keeping your product, service or company as a "top of mind" resource when prospects don't have an immediate need. In this case, different strategies and techniques are appropriate. Perhaps she will cover these in her next book, which I hope will come soon!

Buy the book. Also look for Jill's e-Book, which is filled with hundreds of great questions to ask when marketing to big companies.

I've just finished this book and it's a resource I keep going back to as I re-shape my approach to win business from big companies and government as well as to advise my clients.

SAY GOODBYE TO THE CONDITIONAL CLOSE!!
When I worked for IBM in the early 1980's, we were taught the "conditional close" -- "If I can...will you...?" I hated it. Now I know why: customers didn't like it either!! Jill explains why, and offers much better approaches. Now I can say farewell to this last piece of hardwired code leftover from my IBM marketing days without thinking, "Well, one of the world's biggest companies sells this way, so there must be something right about it."

USE SMART QUESTIONS TO BUILD RELATIONSHIPS YOU NEED TO WIN
Jill suggests questions -- lots of them -- that she's found you can ask your prospects to engage them, get them thinking, and help them become receptive to share with you valuable insights that tell you how you can meet their needs...because that's what it's all about: THEIR needs, not YOURS. In so doing, she lets you abandon forever those thoughtless autopilot queries that turn people off and immediately show that you haven't done your homework and don't really care about them, either as people or as a company.

UNDERSTAND & APPEAL TO THE BUSY EXECUTIVE'S MIND & TIME
Jill's insights -- which come from honest sharing of her own experiences and mistakes -- take you right inside the head space of busy top executives and make plain how a thoughtful approach can rivet just enough of their attention to get the support you need from them to proceed win the business.

CHOCK FULL OF TOP TACTICS
Not mere theory, this book is crammed with hands-on tips for how to achieve your goals of winning business from America's largest companies. Get ready to roll up your sleeves and act.

ALSO HELPS YOU WITH SELLING TO GOVERNMENT!
The US government is the world's largest customer...and that's my market space: I help companies win US government contracts. That is its own very special discipline, but many of the principles that Jill talks about will make your strategies in winning US government business all that more effective. Top executives in both public and private sector are grappling with not enough time and overwhelming challenges. Government buyers have to cope with many more rules, extraordinary public oversight, security, and a highly structured process on top of everything else...but Jill tells you how to appeal to the very real factors that motivate the very real humans who make go/no-go decisions at every step of the sales process.

The author of this book creates a credible and straight forward context for the realities of today's selling challenges. I was so please with the methods and key points that I put my money where my mouth (or pen) is and I ordered several more copies to give to clients.

Konrath does a nice job of detailing the challenges that the BUYERS face so that as professional sellers, we can speak to the listening of overburdened managers and executives who are looking for considerable value. Konrath's "no nonsense" approach is refreshing. I have read too many books that theorize on the way the world works. This book, however, puts into practice the approaches that are win-win for both buyer and seller.

Konrath's book is a strong reminder that honing one's own selling skills is a necessity in today's marketplace. I think this book does a very nice job of identifying what is really happening in big (and small) companies.

(This is a long review but, if you want to know what it's REALLY like to read this book, read on.)

I am the owner of a small business and although I cut my teeth inside corporations, I had nary a clue as to how to target larger companies to get my services in front of them.

I first heard about Selling to Big Companies and Jill Konrath on a teleclass. I am a pretty savvy, intelligent person but, the information that Jill shared on the call was EXACTLY what I had been trying to do with my company for the past year. She summed it all up in 55 minutes! At that point, I thought, if this woman can afford to give so much ACTIONABLE information for free on the teleclass, what the heck does she have up her sleeve in her book?

I must admit that I was leery about buying the book because I had bought Bag the Elephant and was SORELY disappointed. I don't care what anyone says, you can tell if the author is writing the book solely to get clients and PR or if they're writing it to share what they know. Selling to Big Companies definitely fits into the later category.

A word of caution: this book contains the blueprint that you need to take the next leap. It really does. And this may overwhelm some people who tend to suffer, as I sometimes do, from analysis paralysis.

So, my suggestion is to just read the book. Absorb what Jill has to say. White-knuckle through the temptation to implement right away. If you just can't help it, jot a note down and get back to READING.

Then go back through the book and take each chapter as a mini-workshop. Take notes, highlight strategies you want to implement or follow-up on, create a DO list, do the work and then move onto the next chapter.

I've created a Selling to Big Companies journal and am keeping all my notes, lists and ideas in there. I carve out time once a week to go through my journal and take the next step. I'm not done but, thanks to Jill I'm a hell of a lot closer than I was this time last year.

Listen - anyone who knows me knows that I am a straight shooter and I say, without reservation, that if you don't buy this book and put it into play in growing your business, only two things can be true:

1) You're either not that bright, or;

2) You're not as serious about growing your company as you say you are.

"If you say you want it, then why haven't you done it?" - Oprah

-Lena L. West
CEO, xynoMedia Technology
http://www.xynoMedia.com

As a manager of a sales force that sells to small, medium and BIG companies, this book was reccomnded to me by a collegue. I began reading with the usual amount of scepticism I reserve for books on how to sell. I have to admit, I was hooked after the introduction.

Overall, I found this material to be very insightful, practical and useful. Our everyday struggles were right there in black and white along with real methods for improved results. I also got enormous validation that we were on the right track with some of the changes we've made relative to how we approach selling.

I particularly enjoyed the chapters dedicated to the variouos communication mediums used in selling (e-mail, voicemail, live calls with DMs!, etc). We will re-think our overuse of superlatives and adjectives in our everyday communications.

Another great revelation is the power of peer level selling. Decision makers simply respond more positively when we present ourselves as an equal with meaningful solutions for their problems. Very powerful and so true in today's environment.

Old selling paradigms are examined and shattered in every chapter. "Selling To Big Comapnies" is now on a short list of mandatory reading material for our sales force.

I read this book twice already and each time I got new ideas for more deeply connecting with buyers and decision makers.

Also, the title is a little deceptive, these techniques will work equally well with small companies, so no matter who you sell to, you should own this book.

One of the most important ideas I got out of the book was how to actually open doors at large companies. While many feel that companies are giant faceless organizations with layers behind which buyers hide, the book shows you how to connect with the real people who are deciding and buying.

I honestly believe that anyone reading this book will reduce their sales cycles significantly and they'll create more new opportunities than they ever have before.

This book is a must read for any serious salesperson who wants to increase their selling ability . . . fast!