This is the latest book that I’ve read along my sales journey.  For the past year I’ve been trying to read as many of these types of books as possible to try and help me understand how to grow my business.

I don’t read these types of books for fun, I read them to get ideas and to help stimulate my thinking.  By reading this book I was able to understand the process of trying to get your foot in the door of larger corporations.  I am looking for clients that will be able to benefit greatly from my expertise and whom are willing to pay for those benefits.

Jill Konrath outlined many strategies and processes to help create campaigns that will get you noticed by Big Companies; direct mailing, direct calling, and how to represent yourself as a peer to the big guys.  I feel way more confident after reading this book and have a good sense of where these strategies fit into my arsenal of sales tools.

I love how Jill outlines processes and strategies that instill confidence in the seller.  She allows you to remove the fear of reaching out to corporate big wigs by providing insights into how to be less salesman like and more of a peer offering help to problems that the company faces.  In order to offer any type of help the reader encouraged to do some up front research on the company before corresponding in any way.  Then, each correspondence touches upon some company specific thing that will resonate with the leadership.

Once I understood that my sales goal should be to honestly help someone, as opposed to just peddling my wares, all of my fears of sales process diminished.  My goal is not to sell my services, I truly want to help people that can benefit from my area of expertise in software development.

So, the bigger the company, the bigger the problem, and now I know how to get my foot in the door.  I know that once I have the opportunity to discuss how to fix these problems that there will be no stopping me.