Shop Talk Podcast #14 - Jill Konrath on selling to big companies

I had a great time talking recently with Jill Konrath, author of "Selling to Big Companies." She had a lot to say about, among other things, how some tried and true sales techniques are outmoded. Jill's website is sellingtobigcompanies.com.

Download the podcast here (20 minutes, 27 seconds).

Segments:
0:00 Introduction
0:30 The difference between selling to big companies and to small ones
1:50 What's changed in selling in the past decade?
7:30 On follow-up
9:10 On "always be closing"
11:25 Using web2.0 technology to help make sales
15:20 Learning from mistakes

(Theme music: "Nova" by NOMO, from their album "Ghost Rock")
Tags:
sales, sales improvement, podcast, lead generation, web2.0