September 13, 2006

News & Opinion: Marketing and Sales for Big Complex Selling (Second of Three)

By: Dylan Schleicher @ 7:47 PM – Filed under: Management & Workplace Culture

This is the second of three in our series on marketing and selling to big companies.

In this podcast, I talk with Jill Konrath, author of Selling to Big Companies. Jill starts the call clearly stating how selling to large corporation has changed (and her list of reasons is numerous). We then spend the rest of the call talking through mental models and tactics for working with this sector. Among the things you will hear:
  • Corporate buyers do not want to be your friends.
  • Take time upfront to understand what is going on inside companies.
  • Voicemail is a fact of life and you need a strategy when leaving messages.
  • Work with the gatekeepers.

mp3, 48:03, 33MB

About Dylan Schleicher

Dylan Schleicher has been a part of the 800-CEO-READ claque since 2003. Even though he's stayed on at the company, he has not stayed put. After beginning in shipping & receiving, he joined customer service and accounting before moving into his current, highly elliptical orbit of duties overseeing the ChangeThis and In the Books websites, the company's annual review of books and in-house design. He lives with his wife and two children in the Washington Heights neighborhood on Milwaukee's West Side.