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by Jill Konrath
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The phone doesn't ring back. The emails go unanswered. The gatekeeper says the decision maker is in meetings all week. Another month passes without a single new corporate account.
**Author:** Jill Konrath
**Estimated Reading Time:** 42 minutes
**What You'll Learn:**
- Why traditional sales tactics fail with large corporations - How to break into big companies through functional areas - What corporate decision makers actually care about - How to craft value propositions that get attention - The multi-touch campaign system that opens doors - How to turn gatekeepers into allies - A complete system for landing and growing corporate accounts
**Who This Book Is For:**
Entrepreneurs, sales professionals, consultants, and business owners who want to sell their products or services to large corporations but keep hitting walls. If you have ever felt invisible to corporate decision makers, struggled to get past gatekeepers, or wondered why your pitches go nowhere, this book will change how you approach every aspect of corporate selling.
The phone doesn't ring back. The emails go unanswered. The gatekeeper says the decision maker is in meetings all week. Another month passes without a single new corporate account. If this sounds familiar, you are not alone. Selling to big companies has become one of the hardest challenges in business. The strategies that worked a decade ago have stopped working. Cold calling produces nothing but frustration. Product pitches get tuned out. Decision makers have become experts at avoiding salespeople. The problem isn't your effort. The problem is that the rules of the game have changed completely. Jill Konrath wrote Selling to Big Companies to address a painful reality: the gap between how most salespeople approach large corporations and how those corporations actually make purchasing decisions. The old playbook, built on persistence, product knowledge, and closing techniques, was designed for a different era. It assumed that buyers needed information from salespeople. It assumed that decision makers had time to listen. It assumed that a good pitch could create desire. None of those assumptions hold true today. Corporate decision makers are drowning. They face relentless pressure to deliver more results with fewer resources. They work longer hours than ever before. They are bombarded with hundreds of emails, calls, and messages every week. They have learned to protect their time ruthlessly. The moment they sense a sales pitch, they shut down. At the same time, competition has intensified. Products and services have become commoditized. Whatever you sell, someone else sells something similar. Copycat offerings appear within months. Buyers know this. They have heard every claim of superiority before. They have been burned by vendors who promised transformation and delivered mediocrity. They have become cynical. This creates what Konrath calls the perfect storm. Companies are bigger and more complex. Decision making is fragmented across multiple stakeholders. Technology allows buyers to filter out unwanted interruptions. Competition is fierce. Buyers are skeptical. The…
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Get the complete summary in the app**The old sales model is dead.** Cold calling, product pushing, and closing techniques no longer work with big companies
**You are the differentiator.** Your knowledge, expertise, and insights are what set you apart. Your product is just a t
**Target carefully.** Identify your ideal customer and focus on no more than ten accounts. Quality beats quantity.
**Break big companies into bite-sized pieces.** Target a specific functional area as your entry point. Start small and e
**Develop a strong value proposition.** Focus on outcomes, not offerings. Use specific numbers and business language.
**Research deeply.** Understand your prospect's business, challenges, and goals. Research sets you apart.
"Selling to Big Companies" is a strong fit if you want practical ideas around business, entrepreneurship, management, especially themes like **the old sales model is dead.** cold calling, product pushing, and closing techniques no longer work with big companies; **you are the differentiator.** your knowledge, expertise, and insights are what set you apart. your product is just a t. The MinuteRead summary distills these concepts into a focused read, whether you're deciding whether to buy the book or applying its lessons at work.
Motivated to turn hard-won expertise into something readers can use every day, Jill Konrath wrote “Selling to Big Companies” to distill the ideas behind the work into clear, actionable lessons. Through “Selling to Big Companies”, Jill Konrath distills the core ideas on business into lessons readers can absorb in a single short sitting. Readers turn to this work when they want Jill Konrath's perspective on the subject without working through the entire original volume. The book is structured so e…
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