Landing a Big Sale Can Be Achieved

Small business is big business. Yes for many small business does not put enough bread on the table nor pay the bills. Getting into big companies is far more lucrative, but a real challenge. Jill Konrath in her book, Selling to Big Companies, takes you through a process to help you make more money.She has invested the time to separate her book into 5 parts and provide key points at the end of each chapter. There is even a great tool kit as part of her resources. This tool kit is a real gem and worth the investment in purchasing this book.Konrath takes issue with:
Corporate mystique
Self serving sales professionals
Business networking
The old business model
The numbers game
Value proposition
E-mail marketing
With extensive experience at Zerox, Jill demonstrates exceptional knowledge about how to sell to big companies. She shares her personal experience and how she turned around her own sales training company after losing her two biggest accounts.The tool box at the end of the book is 8 individual worksheets with specific topics. These tools include:
Target market definition
Past customer analysis
Assessing your offering
Personal credibility instrument
Value proposition
Specific targeted accounts
Sales script for voice mail
Evaluating voice mail
Sales planning guide
Just after the tool box, Konrath provides a plethora of recommended resources from online business research sites to additional reading material. She also includes a fairly comprehensive index.Many sales books are written by those with some experience, but very few provide practical step by step actions to take the words on the paper and infuse them with life. Jill does just that. This is a must for all sales professionals regardless of their target markets who truly wish to increase sales.

View this post on my blog: http://www.yourgamebook.com/landing-a-big-sale-can-be-achieved.html