Doyle Slayton from Sales Blogcast recently interviewed me on my thoughts re: selling to big companies. As you might imagine, I had a few ideas on what it takes to be successful.
In Part I, he asks me:
- What are some of the key concepts for selling to big companies?
- How do you go about targeting the right amounts?
- What advice would you give a salesperson who is frustrated because nobody is calling them back?
- What type of voicemail messages work best?
Click to read my answers to Part I.
In Part II, Doyle & I talk about these questions.
- Can you share a few best practices for overcoming obstacles and finding creative ways to get your foot in the door?
- How do you make an impact during the initial meeting?
- How do you create breakthrough value propositions?
- How do you coach sales professionals to differentiate themselves from others?
Jill,
I love your stuff. Very few out there are able to synthesize the psychology of sales in the new arena of global business as well as you. You GO GIRL!
I really liked what you had to say concerning leaving messages that are relevant to your client. Any thoughts on a research methodology product/post/teleseminar that would allow someone to determine the needs of a prospect quickly?
Your comment on corporate culture is also very insightful.
Keep up the great work
Posted by: ~ Mark Allen Grainger ~ | 05/27/2008 at 01:41 PM
JILL: your stuff hits the points. I want to see more of it.
Steve
Posted by: Steve Schiffman | 05/30/2008 at 06:28 AM