If you’re involved in complex sale, you’ll want to listen to the recording of my live interview with Jill Konrath, Chief Sales Officer and author of Selling to Companies.
Over 93% of the live audience (200 sellers and marketers) strongly agreed or agreed that they found value in attending this session. I sure you will too.
Segment 1: Selling to BIG Companies (17:46 min 4.1 MB)
- Why has it become more difficult to sell to large organizations?
- Who is the seller’s toughest competitor?
- What can a marketing do to help this?
Segment 2: Selling to BIG Companies (11:29 min 2.7 MB)
- What’s the proper role of marketing? Who should do what?
- Where’s the best place to start when selling to a BIG company?
- What tactics work and which don’t?
- What’s your view on the use of email? Does it work?
- How can you make sure your e-mail message gets a response?
Segment 3: Selling to BIG Companies (13:58 min 3.2 MB)
- Why do you hate unique selling propositions?
- If they don’t work, what do you recommend?
- How do you develop an account entry plan?
- what’s causes sellers to have difficulty getting into BIG organizations?
Segment 4: Selling to BIG Companies (7:31 min 1.7 MB)
- What’s the best way to get a meeting with someone in a big company?
- What are trigger events?
- If you were to give a seller one piece of advice on what it takes to get into big companies, what would it be?
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Brian Carroll is the CEO of InTouch Inc. InTouch is a 50-person company focused on delivering effective lead generation solutions for “the complex sale.”
Brian authors the very interesting B2B Lead Generation Blog which focuses on B2B lead generation, sales leads, and marketing for the complex sale.
