Selling to big companies
by Jill Konrath · first published 2005
5mentions
4recommended by
5HN commenters
2010–2019first – last mentioned
80% recommend20% neutral
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I found Selling to Big Companies (http://www.amazon.com/Selling-Big-Companies-Jill-Konrath/dp/...) helpful. A referral is very helpful. That's not always easy but it's worth racking your brain to try and find a connection. It's also…
on “Bending over: How to sell to large companies” ↗…bit off for B2B. Email me and I'll reply with my thoughts omid at Rennzer dot com Also your sales process will need to be a little more expansive than just linkedin in mail messages. Download or buy "Selling to Big Companies" by Jill Konrath. B2B is a slow slog but there is some potential. Be advised that what you're proposing isn't really defensible from being replicated. There is no secret sauce. Broadcasters news feeds…
on “Ask HN: Please Review My Startup -- a SaaS for Local TV Stations” ↗Three books that should get you into the consultant state of mind: 1. The McKinsey Way by Ethan M. Rasiel 2. The Consultant's Handbook by Samir Parikh 3. Selling to Big Companies by Jill Konrath Good luck!
on “Ask HN: Resources/Steps for Becoming a Consultant?” ↗…reps: one for each coast. Even two part-time reps at each coast I say is better than one rep running around from coast to coast. Time wasting and regionally differences do crop up. 2. Read the the book, Selling to Big Companies. 3. Yes sell yourself so you understand the issues involved. 4. "Salespeople are notorious for giving excuses when they don't meet the sales targets they agreed to." This is usually when the owner…
on “What to offer my first salesperson?” ↗This all looks like superb advice - again, thanks! - I will order 'Selling to Big Companies' tonight. - Will make sure we all have a clear idea of the sales pipeline, targets - Yes I have looked at the legal and trading issues - am being advised by a 'Big 4' firm who know the pitfalls - Point…
on “What to offer my first salesperson?” ↗