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September 13, 2006

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

By: 800-CEO-READ @ 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