Selling to the corporate market today is tough, tough, tough. Prospects don't answer phones, all calls are routed to voicemail and no one ever calls back. If you're like most sellers, you're pretty frustrated right now, but don't know what to do differently.

It's time for a wake up call! In this session, you'll learn new strategies you can use right away to crack into corporate accounts, shorten sales cycles and differentiate yourself from competitors. These strategies go against conventional wisdom, but that's why they work.

Tired of struggling to get your foot in the door? In this session you'll discover fresh strategies to:

• Gain access to key decision makers.
• Create enticing voicemail messages.
• Position yourself as a strategic advisor.
• Develop a replicable account entry campaign.
• Speed up your sales velocity.
• And much more . . .

Topics covered in this breakout include:

I. The Change Imperative

• Today's business environment
• What customers want/don't want

II. Sales Strategies

• Triggering Event Strategy
• Objection Elimination Strategy
• Shout It Out! Strategy
• Campaign Strategy

III. Pulling it Together

• Enticing Voicemails
• Leveraging Email
• Creating Conversations

IV. The Mindset of Success

Jill Konrath is founder of the Selling to Big Companies web site and President of LEAPFROG-Strategies. She's a recognized expert in complex sales strategies and creating business value for B2B sales organizations.

For over 20 years she has helped salespeople, entrepreneurs and consultants leverage high-gain strategies for increased business results.
Since forming her consultancy in 1987, Jill has worked with organizations ranging from independent professionals and small services firms to large corporate giants. Her big, well-known clients include 3M, Imation, General Mills, Medtronic, eFunds, Kodak and United HealthGroup.

Jill has trained and spoken to thousands of salespeople from large corporate accounts. Additionally she's helped her large clients successfully launch numerous new products and has facilitated many critical sales strategy sessions and initiatives.

When working with small businesses, Jill helps her clients clearly articulate their value propositions and get their foot-in-the door of big companies. She works with them to plan their sales approach, create demand for their products or services, make effective presentations and write 'must-have' proposals. Once they get an initial contract, she continually strategizes with them to expand their sales opportunities and capture more business.

"Jill taught our reps to sell at a much higher level-one that sets us apart from our competition. As a result, the value of each sale has risen dramatically, while our cost of sales remains the same."
John Fitzgerald, Regional Sales Manager, 3M

"Jill is a wake-up call for sales forces that need to change. She challenges, trains, and coaches sales professionals to consistently create high business value for their customers."
Barb Cederberg, President, Imation Color Technologies

"One of Jill's strengths is helping senior salespeople understand just how much they know and then getting that information out so the rest of the sales force benefits from their knowledge."
Bruce Malmgren, Vice President - Sales, Delphax Technologies

"Jill's an expert in what it takes to successfully launch a new product. Her contribution provided a whole new perspective that will change the way we launch new products in the future."
Louise Clynes, Senior Product Manager, eFunds

• $65/cd
• $65/immediate download