Many technology products are sold to large companies or organizations, yet marketers are often insulated from the day-to-day challenges of that sales activity.
Jill Konrath's book Selling to Large Companies is an essential read for understanding this environment. Her insights are spot-on about what is happening in the corporate world and what your salespeople feel and experience in trying to sell to that market.
Although this book is directed to salespeople, marketers should also read it to understand the daily challenges that face their sales forces and how new marketing efforts can ease the sales process.
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