Selling to Big Companies

Posted On: 2005-05-15
Length: 45:00

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Hello. And welcome to SMB Trendwire, the audio conversation for the small business marketplace. Our online home is www.smbtrendwire.com. This is Anita Campbell, and I'm your co-host for today's conversation. In a moment I'm going to introduce the other host, my co-host, Steve Rucinski, but first things first. I'm very pleased to welcome Jill Konrath, our highly experienced, and I might add, highly regarded guest, who heads a business called Selling to Big Companies. That's a nice descriptive name. Welcome, Jill.

Thank you. It's so good to be here.

It's terrific to have you. I love the name of your company.

Thank you.

Just very descriptive.

It is, and you know, to be honest with you, it came to me in the middle of the night one night.

Those middle-of-the night revelations are the best.

It did, I woke up about 4 a.m. with the idea, that thou shalt create a website called Selling to Big Companies dot com. So I did.

And there you are.

And here I am, four years later, yeah.

Well great. Well Jill, your company's a great resource for sales people and entrepreneurs who want to win big contracts with large corporations, I know. Now for all our listeners out there, Jill's clients have included well-known corporate giants such as 3M, Hilton, General Mills and Metronix. And Jill publishes a leading online newsletter. She's also the author of the "Winning More Sales" manual the "Jumpstart your Sales Self-Study Guide." And her newest book, the "Selling to Big Companies" will be available this fall from Dearborn press. And you can learn more about Jill and her company at her website, www.sellingtobigcompanies.com. Now Jill is with us today from Minnesota in the Midwest USA, and of course Steve and I are speaking with you from outside of Cleveland, Ohio, in the Midwest USA. And remember here at SMB Trendwire, it's not about us the hosts, it's about the guests, so we're going to let Jill do most of the talking for the next 42 minutes or so. Ok, let me officially welcome my co-host, the publisher of the Small Business CEO weblog, who's fondly known as Professor Podcast, Steve Rucinski. Steve, welcome and why don't you get us started.

Thanks Anita, and welcome to all of our listeners today, and we're very glad you could join our SMB Trendwire conversation today, Jill. Welcome.

Thank you.

It's every small business' dream is to sell to large business. Everyone wants to snag that large client and customer, so I'm sure our audience is going to benefit from this conversation. Jill, even though Anita described your background briefly, could you start us off maybe by describing your most memorable experience selling to or calling on large corporation...