Selling to Big Companies - OR EVERYONE
Print This Page
This course cannot be praised enough. The only improvement is to change the title. This material isn’t just for selling to big companies! It’s for anyone who needs prospects and better ways of getting into and staying in accounts. Selling to Big Companies debunks many of sales myths, especially those loved by out-of-touch managers who want more results but are clueless about how to get them. We are living in the `perfect storm’ of sales resistance, especially in regards to getting in at all. Selling `high’ isn’t the answer, any more than the tired, worn-out approach of cold calling. This course, and the book on which it is based, however, has an answer!
- Which marketplace factors are impacting your ability to get in – and what this means to your sales efforts.
- What corporate decision makers want from sellers and what they don’t want.
- Why your current “getting in” approach is probably hurting your efforts to set up meetings.
- Why changes in the market have made obsolete the traditional ways of talking about your company’s offering.
- How to avoid the most common mistakes sellers make that cause messages to be deleted before they’ve finished talking.
There are thousands of books and systems for sales. Almost all of them ignore or minimize the realities of how hard it is today to get into accounts to even begin `selling.’ Few books have little useful information on prospecting or lead generation. No matter how good you are if you can’t get in the door you can’t be a solution, strategic, customer-focused, closed sub (Sandler), or ad nauseam `flavor of the day’ seller. This material, coupled with “Selling Against the Goal” has replaced 90% of my selling library and is an indispensable read.
- It’ll help you focus on the most important points and get more out of your listening time.
- Use the exercises to help you think through the concepts and strategies in more depth.
- Discussion questions to stimulate additional thinking on how to apply the concepts presented to your own sales initiatives.
This course is a practical action oriented plan: not simply a theoretical system of selling that does you no good in the day to day selling world where we all live. You’ll learn how to plan, how to create a prospect campaign: the how-to of developing leads and prospects within your territory. The book has very explicit instructions that show you how to work an area, develop business, and close sales. “If you’re not getting in,” for example Jill Konrath says, “it’s because your value statement isn’t very good.” This course goes far beyond the worn out and doesn’t work advice of `just cold call more.’ The lessons and strategy Jill teaches may have saved my career. It will definitely improve anyone’s sales efforts if they apply it.
To get more information click here: Selling to Big Companies
Volume 1: Building Your Sales Foundation
Volume 2: Launching the “Getting In” Campaign
Volume 3: Breaking Through Sales Barriers
Getting Into Big Companies Workbook
Membership and Contact Information
Every month BusinessWebStep members get a book summary of one of hottest business books being sold. Members also get exclusive articles, audio interviews, and a newsletter. Personal coaching and teleconferences happen every month. For details click here.
For Further Contact
BusinessWebStep coaches people on how to use the web to increase business. For further information or to discuss how BusinessWebStep can assist your company please feel contact us at russ@businesswebstep.com. Or call us at 719-481-0876
Todays Challenge for Small Business
The Internet can be a powerful tool for a local business prospecting, lead generation and relationship building. Using Internet Marketing all types of businesses can use the Web to grow revenues and get more customers.
Did you know that 70% of all buyers buy from the web and 36% of all customers use the web to find local businesses?
There are three interlocking strategies for growing a business using the Internet: improving a business, growing a business, and expanding a business. Read more about them here:
Profit with the Internet
How To Sell More in a Down Economy
How would you like it if your business earned a five-figure income every month-even while the economy is on a downsizing?
Imagine what your life would be like if all your debts were paid and your business operated in the black month after month.
Using the Web To Get More Business
Will show you how to get new customers and do more business with your existing customers, with or without your own website. You'll learn how to use technology to leverage your time and efforts in 30 days or less!