The easiest and fastest way to get into a big company is through one of its. Struggling to get your foot in the door of big companies. Selling to big companies by best selling sales author jill konrath. How small businesses can be better at sales than big companies. Heres how your business can finally sell stuff to big name companies. If you like big auctions, big equipment and big personalities, youll love selling bigthe tv documentary series that takes you behind the scenes at ritchie bros. Big data sales training fortune 500 report action selling. The secret to selling to big companies entrepreneur. 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. After all those restructuring exercises in a large pool of companies around the globe, most of these corporate decision makers are having lesser time to deal with the old style sales approach, so it is time for a reality check if selling to big companies is your business. But the truth is, today it is more possible than ever for small businesses to compete on equal footing or even beat the big players at sales.
Include your physical address, and list any professional. Selling large service contracts to big companies revenueiq. The rewards can be big, but so can the challenges, and the costs of doing business. I thought that having been in a big company for 12 years i knew enough about selling to big companies. Selling to big companies full online full online selling to big companies size 40,81mb selling to big companies full online chasing for selling to big companies full. Aug 23, 2012 they know your name, your phone number, where you live, your buying habits and, in many cases, what you are interested in buying sometimes even before you do. Setting up meetings with corporate decision makers has never been harder. 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. Jill made it really a readytogo and very useful information guide. Sales training selling to big business sales training. Selling to big companies jill konrath search and download pdf.
For small businesses, selling to large clients is key to increasing revenue and profile. Selling to big companies by jill konrath nook book. Mar 14, 2019 have your financial situation in order. Selling on ebay checklist 2020 the bigcommerce blog. I discovered that it was easier to get into big companies if i focused my entire getting in strategy around one very specific business problem related to the success of the new product launches. Jill konraths book will provide you with bothso that you can go out to the big boss of the big company and come back with the big order. 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. When most sellers go after big companies, they want their prospects to know the full range of products or services their company offers. Meet our customers and employees and see what it takes to sell hundreds or thousands of pieces of equipment at a live unreserved public auction. Theyre unequivocally the best resource you can use to clarify your. Many times people assume that small businesses are at a disadvantage in sales when competing with larger companies.
Pdf selling to big companies pdf selling to big companies download. Everyday you meet people who could use your products or services or who know others who could benefit from what you do. Jill konrath in her book, selling to big companies, takes you through a process to help you make more money. Jill konraths selling to big companies workshop is a powerhouse session for seasoned salespeople who want to put toplevel prospecting techniques to immediate use. Hes the author of selling to vito, a sales classic since 1995.
Sales training strategies for prospecting, cold calling, and mastering the art of selling. Contrary to popular belief, most companies do not give out customer andor consumer information. A primer for starting growing and selling your government contracting. Ereaders are more popular than ever these days, and with many, you dont have to be locked into a specific store or manufacturers ebook download store to make. May 24, 2010 selling to big companies can be frustrating.
Selling to big companies is a top 10 how to sell book of all times according to. Notes on selling to big companies expensive problem. Steve kroft investigates the multibillion dollar industry that collects, analyzes and sells the personal information of millions of americans. Even the appendix has a nice toolbox called account entry tool kit. Trigger events a change in an organization or their. Many companies do a terrible job of preparing their field sales organization to sell the new products or services theyre introducing. So she now works with big companies in helping them sell to big companies, but she also works with small businesses like ourselves, us independent professionals who would like to get into big companies, but find it difficult, frustrating and in some cases impossible and we give. And, theyre expected to accomplish it with fewer resources and in less time than ever before. Big companies expect best pricing, which means little if any contractor profit. And your sales training never prepared you for calling on todays crazybusy, riskaverse decision makers. We earn a referral fee for some of the services we recommend on this page. Some big companies stipulate in their rfp they must get the contractors best price among equals, or preferred client pricing, or pricing that is the lowest among the contractors customers.
If youre selling to sales management, you need to use these terms. South africa is the southernmost country in africa. This list reflects the top quotes from the books key chapters. Big corporate clients typically look for a strong brand andor wide customer portfolio neither of which your startup possesses.
Selling to big companies by jill konrath goodreads. Selling to big companies can be lucrative, and small bootstrapped startups absolutely have the power to sell to the big boys. Heres how your business can finally sell stuff to big name. Selling to big companies by jill konrath nook book ebook. Selling to big companies 2006 closely examines the ins and outs of dealing with corporate decisionmakers. Plus, theres so much competition at that level as everyone, including other big companies or wellestablished brands, wants to get that business. Jill konrath in her book, selling to big companies, takes you through a. Heres how your business can finally sell stuff to big. As a starting point, while it deals with general products and not software, we found this to be a good primer that you can use as a jumping off point into other parts of sales and marketing.
It also can be used to set the custom labelsku inside ebays selling manager. Throughout the process, it is important to stay professional and pleasant. Selling anything to a big company, especially if you are working for a small company, is brutally hard. Selling to big companies pdf ebook download free teach. Even if they are, is your job to be jovial, point it out, and assume that it is a simple oversight. Selling to enterprise companies can be a long process, but theres a big payoff.
Free pdf social selling how direct selling companies can harness the power of connectivityand read online. Before you know it, i was registering to download it. It picks up off the ground great and you generate a tremendous amount of traffic. Jill made it really a ready to go and very useful information guide. Feb 21, 2020 are you considering going after bigger customers. Selling to a big company and getting their corporate accounts can be a huge boost to your small business bottom line. With 42year veteran bill armstrong selling his large fleet of logging machinery and a rare oneofakind recycling train used in major road construction work up for grabs, bidding heats up. Get your kindle here, or download a free kindle reading app.
Jul 10, 2012 selling to a big company and getting their corporate accounts can be a huge boost to your small business bottom line. If you are selling products that have variations such as unique sizes and colors, be sure to group these products by a single parent sku so you are ready to create variation listings on ebay. Jeffrey gitomer author of the little red book of selling. It is the 25thlargest country in the world by land area, and with close to 56 million people, is the worlds 24thmost populous nation the world bank classifies south africa as an uppermiddleincome economy, and a newly industrialised country. This is a wakeup call for anyone doing industrial marketing. From the hundreds of sales blogs currently available on the internet today, these three winners are the most successful, and indeed the most popular. Selling big is a halfhour documentary series that follows the colourful personalities that run this impressive global powerhouse in canada. Hes also the coauthor along with david mattson of the newly released book, five minutes with vito.
Top 17 quotes from selling to big companies free book notes. Fcc set to fine big telecom companies for selling location. Oct 16, 2015 the secret to selling to big companies next article shares. The mere size of the companies and the brand awareness of the productsservices creates and advantage over smaller competitors in the respective industry. Are you selling to the very important top officers. Your existing customers are a veritable fountain of information regarding the business value of your product or service. Selling to big companies kindle edition by konrath, jill. The fortune 500 involves individuals who sell products or services in a variety of industries. How to download selling to big companies ebook online from us, uk, canada and rest of the world. The fortune 500 started with selling skills that were generally below the universe. Major account sales will you profit by selling to big companies. Use features like bookmarks, note taking and highlighting while reading selling to big companies. Download their white paper now and learn what youre missing.
Getting into big companies is far more lucrative, but a real challenge. Growing your business within large companies read full ebook. Meet our customers and employees and see what it takes to sell hundreds or thousands of pieces of equipment at a. Feb 21, 2020 major account sales will you profit by selling to big companies. Selling to big companies takes big ideas, and big thinking. View 17 important quotes with page numbers from selling to big companies by jill konrath.
The truth is, your prospects have way too much to do. In this interview with author jill konrath, learn how to successfully sell to big companies and boost your bottom line. Sometimes, it may appear that your customer is trying to screw you. Jill has made a point clearly, saying that companies today do not want to change. Consider a scenario in which you own a data driven startup. A lot of folks have asked me about selling software to big freaking enterprises. When combined with her book, the workshop creates a powerful onetwo punch. Download it once and read it on your kindle device, pc, phones or tablets.
They know your name, your phone number, where you live, your buying habits and, in many cases, what you are interested in buying sometimes even before you do. This introduction guide on selling to big companies has a clear and systematic approach see contents list, with many practical insights and pointers. Selling to big companies jill konrath book mediafile. Answer it incorrectly and you stay on the outside, envious of those who managed to get in. Both books are excellent companions to selling to big ompanies. The secret to selling to big companies next article shares. The second question is more complex for brand executives. Free pdf social selling how direct selling companies can harness the power.