Jill Konrath | Selling to Big Companies

Writing a Lead Generation Letter that Works

Since cracking into corporate accounts is so tough these days, I'm always looking for ways to help sellers get their foot in the door. Recently Jim Logan, a respected colleague, sent me a special report that's a real life account and analysis of a B2B and B2G direct mail lead generation campaign he led for a client several years ago.

The client wanted to set up face-to-face meetings with executive decision makers in a complex public and private sector sales environment. The result was a 75% success rate in the public sector (getting into the office of elected officials) and over 50% success rate gaining access to F1000 executives.

A PR Campaign Spoof You'll Love

Check out this great viral campaign just launched by BigFix. This security configuration firm has a strong corporate value of telling the truth in a market where prospective customers are fed up with enterprise sales reps who will say anything to get their business.

Breaking News: Security Scandal
WASHINGTON - In a surprise move that is sending shockwaves through the close knit high-tech community, thousands of software sales professionals have been subpoenaed by the Software Truth Commission.

The Perfect Pitch - or is it?

The story below is excerpted from Sales Autopsy, by Dan Seidman. Unfortunately, I feel uniquely qualified to testify to its truthfulness. Also, check out the special promotion from 22 sales experts if you order Sales Autopsy today on Barnes & Noble today.

Jill's Presentation is Music, Except to Her Prospect's Ears
Jill was excited to start her sales career at Xerox - the big copier company had the best sales training in their industry and was known as an organization that gave great support to its reps.

There was this one particular rule that her manager enforced: Nobody goes on a sales call alone until they have MEMORIZED their presentation, word for word.