Selling To Big Companies

Nearly every day I get a call from someone wanting to know how they can sell their products or services to big companies. Almost every time the challenges are the same.

• How do I get a big company to pay attention to me?
• How do I get past the gate keeper?
• How do I get to the real decision maker?
• Should I really start at the top?
• What would make my small company interesting to a big company?
• How do I find out who the buyers are in a company?
• How do I negotiate with a big company?

The list goes on and the challenges are very real. I used to share a lot of ideas and insights until I read Jill Konrath's new book Selling To Big Companies.

Jill's book answers all of the questions about how to sell to big companies and addresses many issues I'd never have thought to cover.

What I really like about the book is that it is not rehashed, warmed over sales advice, it is in the trenches real life strategy and tactics that will work for any business no matter what the size. And, it answers every question I've ever been asked about selling to big companies.

From now on my answer to the question "Can you help me get my products or services in front of buyers at big companies" will be: Start by reading Selling To Big Companies.

This book is so good it goes on the mandatory reading list for all my client's and their sales teams.