Selling to Big Companies Blog

One Sales Strategy that Really Works

How do you capture the attention of corporate decision makers today? If you're not using educational marketing, you're missing out on a huge opportunity. 

Michael Stelzner used it to get 60,234 leads over a five year period. He's a small business owner ... a regular guy who stumbled onto this strategy that:

• Brought him high quality prospects virtually overnight.
• Established him as a thought leader in his market space.
• Kept on generating leads for years.

Using educational marketing, his company landed accounts such as Microsoft, FedEx and Dow Jones. Not too shabby a client base!

Today Michael is launching a series of videos on how he used these educational techniques to transform his business. 

You can watch his first video, "How to Generate Mass Interest in Your Business During Tough Times" right now.

It's worth it!  I just finished watching the 2nd one. Also excellent. (Note: He references my blog post on Trash Talk & Delete Buttons in it!)

Again, check out video now.

The Latest Scoop in Sales Development

What are the leaders in sales development thinking about these days? If you'd like to find out, check out Dave Stein's new podcast series.

Dave is the author of How Winners Sell, one of my favorite sales books, as well as a thought leader in the area of sales effectiveness and especially sales training. He's also the  founder of ES Research, the "go to" resource if you want independent advice about which training program best meets your company's needs.

Dave interviewed me recently for his podcast series. We talked about how to gain access to decision makers, trigger events, sales enablement tools and more. If you're interested, you can download it here.

But if I were you, I'd check out his other podcasts too. They're excellent. He talks to:

• Donal Daly, CEO of The TAS Group. They discuss sales process, challenges for first-line sales managers, Sales 2.0 and other areas of technology support for sales effectiveness

• Ken Allred, CEO of Primary Intelligence. They talk about competitive intelligence, win/loss analyses, and how companies can be more competitive.

• Julie Thomas, CEO ValueSelling Associates. They discuss the challenges of helping sales people become more effective.

And there are more. But I'm also looking forward to the upcoming sessions. I can't wait to hear Greg Alexander, CEO of Sales Benchmark Index and Barry Trailer of CSO Insights.

Finally, I'd encourage you to check out Dave Stein's Blog for Sales Leaders. You'll like his thought-provoking commentary on the what's happening in & out of the industry.

Sales Expertise

Jill's Personal Favorites

Selling to Big Companies - My primary website with lots of great info

Sales Shebang - Resource, conferences & community for women who sell

Marketing Interactions - Ardath Albee's blog on lead generation

Get Fresh Minds - Katie Konrath's new site on innovation & creativity

Sales Leadership

The JF Blogit - Jonathan Farrington's blog for dedicated sales leaders seeking optimum performance

The State of Selling - Dave Stein's blog for sales leaders; insights into sales effectiveness & sales training

The Management Curve - How technology is changing the way sales is managed

Advice from Top Sales Pros

Sales 2.0 Network - Sharing sales insight, hindsight & little foresight.

Cold Calling Tools - Leslie Buterin on reaching the "top dog"

Life in the Telebusiness Trenches - Josiane Feigon on inside sales

Sales Hunter - Mark Hunter on finding customers/closing sales

Entrepreneurial Salesman - Colin Wilson's sales strategies

Garth's World - Jigsaw cofounder on the life of a sales guy

Sales & Management - Insights from Paul McCord & friends

Selling to Big Companies - Jill Konrath's fresh sales strategies

Sales 2.0 - Nigel Edelshain features current thinking on sales

The You Blog - John Windsor advice on presentations & persuasion

Inside Sales Experts - Trish Bertuzzi shares best practices

Sales Blogcast - Doyle Slayton's top sales strategies

Sales Coaches

Score More Sales - with Lori Richardson

The Top Dog - with Leslie Buterin

Gemini Pro - with Pat Schuler

10,000 Foot View - with Todd Anderson

Coaching Sales Champions - with Karl Goldfield