7 key sales strategies to get into big companies -

© Jill Konrath, 2010 | SellingtoBigCompanies.com | 651-429-1922 | [email protected]

Selling to BIGCompanies

© Jill Konrath 2010 | SellingtoBigCompanies.com | 651-429-1922 | [email protected]

Dialing

for dollars

doesn’t

work

anymore!


If I could show you

a way to reduce

your costs by 25%,

could we do

business today?


The Seduction of All Your Capabilities


Your Prospects

Your prospect

doesn’t need

you anymore.


Busy woman

Everyday Chaos


1spot


Objectives

Deadlines

Resources


The Three Decisions

1st Decision

ALLOWACCESS

2nd Decision

INITIATE CHANGE

3rd Decision

SELECT OPTIONS


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


Invasion of the Sales Clones


D-E-L-E-T-E


How can we sell to

these crazy-busy

people?


Simple Complex

iNvaluable Ordinary

Aligned Irrelevant

Priority Nicety

SNAP Factors


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.


Is This Your Default Setting?

• Next generation

• Innovative solutions

• Security management

• Real-time inventory mgmt

• Increased asset utilization

• Robust & scalable solutions

• Enhanced decision support


The Price of Admission


Value Proposition

Clear statements

of the tangible

business results

customers get from

using your offering


Value propositions answer this question:

Why should we consider making a change from the

status quo?


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.


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%.


+

+Business Driver

Movement

Metrics


What? No Metrics?


What business

outcomes do

your clients

achieve?


Trigger Events

A change in an organization or their business environment that creates an

opportunity for your offering


• Satisfaction with

the status quo

• Ability to meet

their objectives

• Current processes

• Other functional

areas

Just one change affects:


1st Quarter Results


Management Changes

New Leadership


Mergers & Acquisitions


New

Strategic

Initiatives


Competitive Moves


Natural Disasters


Increase in Gas Prices


Discover

your own

trigger

events


Use the News

• Could this create an

opportunity for us?

• If so, how can we

capitalize on it?


Alert Services

• Google, Yahoo,

business journals,

media & corporate

websites

• InsideView

• DowJones

• SalesFuel


Messages that Cannot Be Ignored

1. Establish Credibility

2. Pique Curiosity

3. Close Confidently


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…


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 …


Launch a

campaign


Email Guidelines

• Subject line

• Length

• Preview screen

• Readability

• Style


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


Use

FRESH

strategies

today!


Rules


Rule 1. Keep it Simple


Rule 2. Be iNvaluable


Rule 3.

Always

Align


Rule 4. Raise Priorities


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

7 key sales strategies to get into big companies -

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