Tuesday, July 29, 2008

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")
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1 comments:

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