You'll find that I'm a voracious reader. As such, from time to time, I'll post about books that I feel could benefit business owners . . . let's begin with . . .
Selling to Big Companies, by Jill KonRoth
This is a wonderful book for those who have little knowledge of current sales practices and who are hoping to approach large companies with their products or services. Those who have some sales background already may already know the basics of what Ms. Konroth shares, but will still find value in her examples and detailed ideas.
“Selling to Big Companies” asks the reader to change her focus from getting business from a potential customer to helping the potential customer in ways that position you as an expert in your field. In doing so, Ms. Konroth believes that the sales person steps away from being pushy and aggressive and becomes a valuable partner to the targeted company.
Once the reader makes this mental shift, Ms. Konroth walks her through the specific actions that must happen in order to “get her foot in the door.” This includes crafting a value proposition, developing an account entry campaign and adequately preparing for any and all contacts with the potential customer.
Overall, this book will get the business owner or sales person questioning her current sales approach and looking for ways to make it more effective.
