Selling to Big Companies

In Selling to Big Companies, sales strategist, business advisor, and book author Jill Konrath doles out advice on how to land that big-fish corporate account. When attempting to get that proverbial foot in the door, Jill counsels, keep in mind such pointers as how and when to use metaphors in sales; when (and when not to) tell a prospective client your honest opinion about a shortcoming in their operations; and a whole bunch of dos and don'ts for dealing with voicemail. Jill even sends you to other blogs and web sites about related topics, sort of like Macy’s sending customers to Gimbel’s. Come to think of it, that’s not such a bad strategy.