Post on 09-Feb-2022
© Jill Konrath, 2010 | SellingtoBigCompanies.com | 651-429-1922 | jill@sellingtobigcompanies.com
Selling to BIGCompanies
© Jill Konrath 2010 | SellingtoBigCompanies.com | 651-429-1922 | jill@sellingtobigcompanies.com
Dialing
for dollars
doesn’t
work
anymore!
© Jill Konrath 2010 | SellingtoBigCompanies.com | 651-429-1922 | jill@sellingtobigcompanies.com
If I could show you
a way to reduce
your costs by 25%,
could we do
business today?
© Jill Konrath 2010 | SellingtoBigCompanies.com | 651-429-1922 | jill@sellingtobigcompanies.com
The Seduction of All Your Capabilities
© Jill Konrath 2010 | SellingtoBigCompanies.com | 651-429-1922 | jill@sellingtobigcompanies.com
Your Prospects
Your prospect
doesn’t need
you anymore.
© Jill Konrath 2010 | SellingtoBigCompanies.com | 651-429-1922 | jill@sellingtobigcompanies.com
Busy woman
Everyday Chaos
© Jill Konrath 2010 | SellingtoBigCompanies.com | 651-429-1922 | jill@sellingtobigcompanies.com
1spot
© Jill Konrath 2010 | SellingtoBigCompanies.com | 651-429-1922 | jill@sellingtobigcompanies.com
Objectives
Deadlines
Resources
© Jill Konrath 2010 | SellingtoBigCompanies.com | 651-429-1922 | jill@sellingtobigcompanies.com
The Three Decisions
1st Decision
ALLOWACCESS
2nd Decision
INITIATE CHANGE
3rd Decision
SELECT OPTIONS
© Jill Konrath 2010 | SellingtoBigCompanies.com | 651-429-1922 | jill@sellingtobigcompanies.com
Intro: Greeting, name,
rank, & company
Overview: We specialize in
offering …
Rationale: The reason I’m
calling today is…
Close: Please let me know
… reach me at …
Typical Sales Call
© Jill Konrath 2010 | SellingtoBigCompanies.com | 651-429-1922 | jill@sellingtobigcompanies.com
Invasion of the Sales Clones
© Jill Konrath 2010 | SellingtoBigCompanies.com | 651-429-1922 | jill@sellingtobigcompanies.com
D-E-L-E-T-E
© Jill Konrath 2010 | SellingtoBigCompanies.com | 651-429-1922 | jill@sellingtobigcompanies.com
How can we sell to
these crazy-busy
people?
© Jill Konrath 2010 | SellingtoBigCompanies.com | 651-429-1922 | jill@sellingtobigcompanies.com
Simple Complex
iNvaluable Ordinary
Aligned Irrelevant
Priority Nicety
SNAP Factors
© Jill Konrath 2010 | SellingtoBigCompanies.com | 651-429-1922 | jill@sellingtobigcompanies.com
Please Don’t …
• Waste my time.
• Try to be my friend.
• Give me a product dump.
• Expect me to tell you about my business.
• Use any self-serving verbiage.
• Expect me to infer the value.
• Create extra work for me.
© Jill Konrath 2010 | SellingtoBigCompanies.com | 651-429-1922 | jill@sellingtobigcompanies.com
Is This Your Default Setting?
• Next generation
• Innovative solutions
• Security management
• Real-time inventory mgmt
• Increased asset utilization
• Robust & scalable solutions
• Enhanced decision support
© Jill Konrath, 2010 | SellingtoBigCompanies.com | 651-429-1922 | jill@sellingtobigcompanies.com
The Price of Admission
© Jill Konrath 2010 | SellingtoBigCompanies.com | 651-429-1922 | jill@sellingtobigcompanies.com
Value Proposition
Clear statements
of the tangible
business results
customers get from
using your offering
© Jill Konrath 2010 | SellingtoBigCompanies.com | 651-429-1922 | jill@sellingtobigcompanies.com
Value propositions answer this question:
Why should we consider making a change from the
status quo?
© Jill Konrath 2010 | SellingtoBigCompanies.com | 651-429-1922 | jill@sellingtobigcompanies.com
Strong Value Propositions
• Use business terminology
• Tied to critical business drivers
• High value to decision makers
• Push the status quo
• Include specific metrics
You have multiple value propositions.
© Jill Konrath 2010 | SellingtoBigCompanies.com | 651-429-1922 | jill@sellingtobigcompanies.com
Web Marketing Consultants
We help our clients achieve an improvement of 40-150%
in key operating metrics. In the first 3 months of working
with us, a recent client:
• Increased sales conversions by 57%.
• Improved average order size by 25%.
© Jill Konrath 2010 | SellingtoBigCompanies.com | 651-429-1922 | jill@sellingtobigcompanies.com
+
+Business Driver
Movement
Metrics
© Jill Konrath 2010 | SellingtoBigCompanies.com | 651-429-1922 | jill@sellingtobigcompanies.com
What? No Metrics?
© Jill Konrath 2010 | SellingtoBigCompanies.com | 651-429-1922 | jill@sellingtobigcompanies.com
What business
outcomes do
your clients
achieve?
© Jill Konrath 2010 | SellingtoBigCompanies.com | 651-429-1922 | jill@sellingtobigcompanies.com
Trigger Events
A change in an organization or their business environment that creates an
opportunity for your offering
© Jill Konrath 2010 | SellingtoBigCompanies.com | 651-429-1922 | jill@sellingtobigcompanies.com
• Satisfaction with
the status quo
• Ability to meet
their objectives
• Current processes
• Other functional
areas
Just one change affects:
© Jill Konrath 2010 | SellingtoBigCompanies.com | 651-429-1922 | jill@sellingtobigcompanies.com
1st Quarter Results
© Jill Konrath 2010 | SellingtoBigCompanies.com | 651-429-1922 | jill@sellingtobigcompanies.com
Management Changes
New Leadership
© Jill Konrath 2010 | SellingtoBigCompanies.com | 651-429-1922 | jill@sellingtobigcompanies.com
Mergers & Acquisitions
© Jill Konrath 2010 | SellingtoBigCompanies.com | 651-429-1922 | jill@sellingtobigcompanies.com
New
Strategic
Initiatives
© Jill Konrath 2010 | SellingtoBigCompanies.com | 651-429-1922 | jill@sellingtobigcompanies.com
Competitive Moves
© Jill Konrath 2010 | SellingtoBigCompanies.com | 651-429-1922 | jill@sellingtobigcompanies.com
Natural Disasters
© Jill Konrath 2010 | SellingtoBigCompanies.com | 651-429-1922 | jill@sellingtobigcompanies.com
Increase in Gas Prices
© Jill Konrath 2010 | SellingtoBigCompanies.com | 651-429-1922 | jill@sellingtobigcompanies.com
Discover
your own
trigger
events
© Jill Konrath 2010 | SellingtoBigCompanies.com | 651-429-1922 | jill@sellingtobigcompanies.com
Use the News
• Could this create an
opportunity for us?
• If so, how can we
capitalize on it?
© Jill Konrath 2010 | SellingtoBigCompanies.com | 651-429-1922 | jill@sellingtobigcompanies.com
Alert Services
• Google, Yahoo,
business journals,
media & corporate
websites
• InsideView
• DowJones
• SalesFuel
© Jill Konrath, 2010 | SellingtoBigCompanies.com | 651-429-1922 | jill@sellingtobigcompanies.com
Messages that Cannot Be Ignored
1. Establish Credibility
2. Pique Curiosity
3. Close Confidently
© Jill Konrath 2010 | SellingtoBigCompanies.com | 651-429-1922 | jill@sellingtobigcompanies.com
Stan. Alex Marshall from RFIDco.
In our work with other manufacturers like yours we’ve been able to identify significant savings in their inventory management. One customer just reduced their labor costs by 13.7% at the same time they increased customer service.
This is money that can drop right to the bottom line.
Let’s set up a time to talk. Again, it’s Alex and my number is…
© Jill Konrath 2010 | SellingtoBigCompanies.com | 651-429-1922 | jill@sellingtobigcompanies.com
Marcus. Heather Johnson.
651-429-1922.
With your recent acquisition of Newco,
it’s going to be an even bigger
challenge to achieve your goal of
reducing supply chain costs.
I have some ideas about how you can
drive some significant costs out of
your process. One of our clients just
realized a 23% reduction in ___.
Let’s set up a time to talk about this
in more detail. Again, it’s Heather
Johnson & my number is …
© Jill Konrath 2010 | SellingtoBigCompanies.com | 651-429-1922 | jill@sellingtobigcompanies.com
Launch a
campaign
© Jill Konrath 2010 | SellingtoBigCompanies.com | 651-429-1922 | jill@sellingtobigcompanies.com
Email Guidelines
• Subject line
• Length
• Preview screen
• Readability
• Style
© Jill Konrath 2010 | SellingtoBigCompanies.com | 651-429-1922 | jill@sellingtobigcompanies.com
Subject: Disaster Recovery Issues
Mr. Lee,
As a result of the recent hurricanes, many
firms were challenged with paying employees
on time. I suspect that some of your stores
may have struggled with this issue as well.
Because the penalties for non-compliance with
state laws governing payment of wages can be
pretty stiff, many retailers are currently
evaluating payroll cards as part of an improved
disaster recovery plan.
Has this issue jumped up on your priority list
yet?
Regards,
Kim Chung
© Jill Konrath 2010 | SellingtoBigCompanies.com | 651-429-1922 | jill@sellingtobigcompanies.com
Use
FRESH
strategies
today!
© Jill Konrath 2010 | SellingtoBigCompanies.com | 651-429-1922 | jill@sellingtobigcompanies.com
Rules
© Jill Konrath 2010 | SellingtoBigCompanies.com | 651-429-1922 | jill@sellingtobigcompanies.com
Rule 1. Keep it Simple
© Jill Konrath 2010 | SellingtoBigCompanies.com | 651-429-1922 | jill@sellingtobigcompanies.com
Rule 2. Be iNvaluable
© Jill Konrath 2010 | SellingtoBigCompanies.com | 651-429-1922 | jill@sellingtobigcompanies.com
Rule 3.
Always
Align
© Jill Konrath 2010 | SellingtoBigCompanies.com | 651-429-1922 | jill@sellingtobigcompanies.com
Rule 4. Raise Priorities
© Jill Konrath 2010 | SellingtoBigCompanies.com | 651-429-1922 | jill@sellingtobigcompanies.com
2008 Sales Book Awards Gold MedalistNEW
May 2010
“Must Read”
4-year Amazon Top 25 Sales Book
For more info ….Get your free Sales Call Planning Guide and more
free resources at www.SellingtoBigCompanies.com