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Showing posts from May, 2008

Selling to Big Companies What's Write Today Book Review

A book published in 2006 by author Jill Konrath titled Selling to Big Companies is the latest business and marketing book I've read. It was really like reading a book of affirmations because the author's entire sales process is exactly the way I've been selling and marketing for over 25 years.

The author is hailed as an expert in complex sales strategies and has become a sales trainer and expert to selling to the big corporate accounts. As with many of the sales advice books I've read over the years, her tips and tricks are more like common sense. I find it so hard to believe that some people don't do some of the items she mentions.

Take for example - she recommends to concentrate on the customer and the customer needs and looking for a good fit in being able to offer solutions. The author states many times that a sales person should NOT make sales meetings all about them or their company or product - make it and keep it customer centered.

Show your value - show your …