COURSE DESCRIPTION: Selling to large corporations today is tough, tough, tough. Prospects don't answer phones, all calls are routed to voice mail and no one ever calls back. When sellers do manage to set up an appointment, customers want them to get to the point and get out. It's hard for them to differentiate their products/services or develop strong relationships. Most sellers are pretty frustrated right now, but don't have a clue what to do differently.
It's time for a wake up call! Learn seven new strategies that you can use right away to crack into corporate accounts, shorten sales cycles and differentiate yourself from competitors. These strategies go against conventional wisdom, but that's why they work.
Topics covered in this conference include:
I. Sailing into the "Perfect Storm"
II. Seven Sales Strategies
Sellers can immediately use these new strategies to crack into corporate accounts, shorten sales cycles and differentiate themselves from competitors.
- Chunking Strategy
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Miniaturization Strategy
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Triggering Event Strategy
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Value Broadcasting Strateg
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Campaign Strategy
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Objection Elimination Strategy
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Value Creation Strategy
III. The Mindset of Success
How to continually stay ahead of the game in a continually evolving marketplace.
After attending this conference, you will be able to:
- Capture the attention of busy corporate decision makers.
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Identify easier ways to get into large accounts.
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Eliminate obstacles to your success in penetrating accounts.
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Position yourself as an invaluable business resource, not a product-pushing peddler.
ABOUT THE SPEAKER: Jill Konrath, author of the book Selling to Big Companies, is the founder of SellingToBigCompanies.com – a popular web resource focused on helping sellers win big contracts in the corporate market. As a leading sales strategist in the B2B marketplace, she is a frequent speaker at national sales meetings and industry events.
Konrath has also published the Winning More Sales manual and Getting into Big Companies audio program. She is frequently interviewed by top business magazines including The New York Times, Entrepreneur, Business Journal, Sales & Marketing Management, Business Week and Selling Power. Her clients list includes 3M, Medtronic, United HealthGroup, Imation, General Mills, RSM McGladrey and Hilton.
MONEY-BACK GUARANTEE: We’re so confident you’ll get what you want out of this conference that we’ll refund your full fee if you’re not satisfied. It’s risk-free
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