Not long after we introduced Follow the Lead, we had an illuminating conversation with sales consultant Jill Konrath about the “price of admission” that sales execs must pay if they want a puncher’s chance of selling to bigger companies. We were struck by Konrath’s candor and thought her brand of straight talk (about high-end sales) deserved a wider audience.
In a new Webinar titled “Secrets to Cold Calling Bigger Companies,” Konrath discussed several strategies for selling to bigger companies – foremost among them crafting a message that demonstrates to executives at heavyweight companies that you have done your homework and are familiar with the company’s corporate environment (and its competitors). “It’s going to take an average of 12 to 14 touches [with buyers from bigger companies] to get your foot in the door,” said Konrath, chief sales officer of Selling to Big Companies.
In fairness, it’s not easy. However, once they do get to speak with C-level execs too many sales reps are still trying to wing it, which invariably leads to a garbled message. Having a script – including bullet points on how you can, say, cut the company’s operating costs or help the company go-to-market faster – is crucial, Konrath said. So is not sounding like you’re reading from a script.
Konrath, whose clients include IBM Corp. and General Electric Co., covered all of the bases of selling to bigger companies, with real-world examples on the sort of sales verbiage that will help to facilitate discussions with executives from larger companies. Or not.
Click here to view/listen to the Webinar.