Selling to Big Companies
by Jill Konrath
Konrath's guide to getting into large accounts: targeting, researching, crafting value propositions in business terms, voicemail and email campaigns that get callbacks. Written in 2005, still accurate about how busy executives decide whom to meet.
Read it if…
you cannot get a first meeting with corporate buyers.
See the book →
Skip it if…
you sell to small businesses or consumers.
Try instead: The Sales Acceleration Formula →
Three things you will actually use
- Executives respond to business outcomes, not features.
- Research before you reach out.
- Persistence with value, not frequency.
Do this first
Rewrite your value proposition as a business outcome with a number in it.
Our verdict
Getting in the door.
See the book →
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