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Selling to big companies

Author: Jill Konrath
Publisher: Chicago : Dearborn Trade Pub., 2005.
Edition/Format:   Print book : EnglishView all editions and formats
Summary:
Struggling to get your foot in the door of big companies? Setting up meetings with corporate decision makers has never been harder. It's almost impossible to get them to pick up the phone. They never return your calls. And if you do happen to catch them, they blow you off right away. It's time to stop making endless cold calls or waiting for the phone to ring. In today's crazy marketplace, new sales strategies are  Read more...
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Material Type: Internet resource
Document Type: Book, Internet Resource
All Authors / Contributors: Jill Konrath
ISBN: 1419508253 9781419508257 1419515624 9781419515620
OCLC Number: 60705679
Description: xx, 250 pages ; 23 cm
Contents: Accept the challenge (Why nobody calls you back ; Doing business with big(ger) companies ; Understand corporate decision makers ; It's all about making a difference) --
Build the foundation (Targeting : it's not a numbers game ; Is your value proposition strong enough? ; Strengthen your value proposition ; Knowing enough to get in ; Leverage your network) --
Launch the campaign (Identify key decision makers ; Stop waiting for decision makers to call you back ; Create enticing voice mail messages ; Get ready for prime time ; Provocative written communications ; Leverage e-mail strategies to get in0 --
Break through the barriers (Become irresistible to decision makers ; Overcome obstacles, eliminate objections ; Turn gatekeepers into gate openers ; Keep the campaign alive) --
Advance the sale (Plan an awesome first meeting ; develop an unstoppable momentum ; The mindset of success) --
Appendix A (Account entry tool kit (Target market definition ; Past customer analysis ; Offering assessment ; Personal credibility appraisal ; Clarifying your value proposition ; Top ten targeted accounts ; Voice mail script template ; The voice mail evaluator ; Sales call planning guide) --
Appendix B Recommended resources.
Responsibility: Jill Konrath.
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Abstract:

Struggling to get your foot in the door of big companies? Setting up meetings with corporate decision makers has never been harder. It's almost impossible to get them to pick up the phone. They never return your calls. And if you do happen to catch them, they blow you off right away. It's time to stop making endless cold calls or waiting for the phone to ring. In today's crazy marketplace, new sales strategies are needed to penetrate these big accounts. Selling to Big Companies helps you crack into corporate accounts, shrink your sales cycle and close more business.

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