Selling to Big Companies — Cliff Notes Summary

👁 0 views📖 2,094 words⏱ 10 min read📅 Published Jun 3, 2026

Direct Answer

**Jill Konrath's *Selling to Big Companies* (2005) is the field manual for getting a first meeting with a Fortune 1000 buyer who has zero time for you. The argument: weak value propositions are the #1 reason enterprise sellers stall, and the fix is outcome-focused, financially-quantified messaging combined with a multi-touch, multi-channel account-entry campaign** built on real research.

It still matters in 2027 because the buyer is now even more "crazy busy" than in 2005 — they just block your LinkedIn DM instead of your phone call.

1. Why Selling to Big Companies Is a Different Game

Konrath opens by arguing enterprise selling is not "small business selling, bigger." It's a structurally different problem with different physics, and the rep who treats it the same way fails predictably.

The crazy-busy buyer

Konrath's core observation, written in 2005 and now 10x more accurate: corporate decision-makers live in a "firefighting world." They are inundated, double-booked, and operate on a permanent triage. They are not waiting for your call. They will not "build rapport." They will allocate exactly 8 seconds to your email, and if you do not earn the next 30, you are dead.

Why traditional pitching fails

The classic features-and-benefits pitch is built for a buyer who has time to listen. The enterprise buyer does not. Konrath's prescription: lead with their problem, not your product. Every artifact — voicemail, email, LinkedIn message, meeting deck — must pass the "so what?" test in the first sentence.

The 2027 read

Modern operators reading this in 2027 — fractional CROs, AE leaders at Gong, Outreach, Clari — repeatedly cite Konrath's "crazy busy" chapter as the earliest articulation of what we now call buyer signal fatigue. The diagnosis aged perfectly. The cure (longer, slower, more thoughtful outreach) actually aged *better* than it landed in 2005, because AI-generated spam has made human, researched outreach a 10x differentiator.

2. Picking Targets — Don't Spray, Hunt

Konrath spends a full part of the book on target account selection, arguing most reps fail before they ever pick up the phone because they picked the wrong logos.

The "ideal client profile" worksheet

Long before "ICP" was a SaaS acronym, Konrath had reps fill out a one-pager: industry, company size, growth stage, recent triggers, decision-maker title, geography, current vendor pain. She insists this is a written artifact, not a mental model. The discipline matters.

Trigger events

A foundational concept Konrath popularized: trigger events — leadership changes, funding rounds, earnings misses, M&A, layoffs, new product launches, regulatory shifts. These are the cracks where you get in. Without a trigger, you are calling cold on a buyer who has no reason to switch. With one, you are timely.

The "you only need 25" math

A hidden gem: Konrath argues most enterprise reps need 25-50 named target accounts, not 500. Depth beats breadth. The rep who knows the org chart, the recent earnings call, and the new VP's prior company at 25 accounts will out-close the rep working 400 logos shallowly. This is the foundational logic behind every modern ABM playbook at 6sense, Demandbase, and Clay.

3. Building Value Propositions That Actually Land

This is the longest and most-cited part of the book. Konrath bluntly states "weak value propositions are the most common root cause of ineffective selling."

The three tests of a strong value proposition

Konrath insists every value prop must be:

Specific — names the exact business outcome (cycle time cut from 14 to 4 days), not "improved efficiency"
Measurable — has a number attached (% reduction, $ saved, hours back, deals won)
Tied to a strategic priority — maps to something the C-suite already publicly cares about (earnings guidance, NRR target, cost takeout)

The "epidemic of weak value propositions"

Konrath audits real sales emails and dismantles them. The most common failure: product-centric language. "We are the leading platform for…" Konrath's rewrite: "Companies like Cargill cut purchasing-cycle time 47% in 90 days using our…" Same product. Different opening. Different outcome.

Quantification is non-negotiable

She drills the rep on getting numbers from existing customers — even rough ones. "Saved time" is not a value prop. "Saved 12 hours per week per AP clerk, across 40 clerks, equaling $312K/year" is a value prop. Modern operators at Gong and Mutiny still teach this exact discipline.

Service-business adaptation

Konrath dedicates a chapter to service firms (consulting, agencies, staffing) where the deliverable is intangible. Her fix: case studies with named clients and hard numbers, plus a before-state / after-state contrast in every piece of outreach.

4. The Multi-Touch Account-Entry Campaign

Once you have the target list and a strong value prop, Konrath builds the account-entry campaign — a deliberate, sequenced, multi-channel cadence designed to break through.

The 7-12 touch reality

Konrath was one of the first to publicly write that enterprise buyers require 7-12 touches before they respond. In 2005 this was heretical (reps gave up at 2). In 2027, Salesloft and Outreach ship this as the default cadence template. She was right by two decades.

Channel-mixing

Voicemail + email + LinkedIn (then "executive assistant outreach" + direct mail) — Konrath teaches that no single channel works alone. Each channel reinforces the others. A voicemail referencing "the email I sent Tuesday" is 3x more likely to get a callback than either alone. This is the literal blueprint for modern multi-channel sequences.

The "intriguing message"

Konrath's specific tactic: every touch must reference a business outcome, a peer customer, or a trigger event — never a product feature. The opener "I noticed Cargill just announced the Brazil expansion — three of your peers tackled the supply-chain piece using…" is pure Konrath. It works because it is about them, not you.

flowchart TD A[Crazy-Busy Enterprise Buyer] --> B{Do you have a Strong Value Proposition?} B -->|No| C[REJECTED in 8 seconds generic product pitch] B -->|Yes - Specific, Measurable, Strategic| D{Did you research a Trigger Event?} D -->|No| E[Mistimed - no urgency buyer ignores] D -->|Yes - earnings, exec change, M&A, layoff| F{Multi-touch Account-Entry Campaign?} F -->|1-2 touches| G[Given up too early 83% of reps quit here] F -->|7-12 touches across email, phone, LinkedIn| H[First Meeting Booked] H --> I[Discovery: confirm pain, quantify cost of inaction] I --> J[Tailored solution tied to their numbers] J --> K[Enterprise Deal Won]

5. Overcoming the Wall — Voicemail, Email, Gatekeeper

A practical mid-book chapter on the tactical objections every enterprise rep hits.

Voicemail that gets returned

Konrath's formula: 15-30 seconds, name + peer reference + specific outcome + soft ask + repeat your number twice. Not "I'd love to learn about your business." Specifically: "This is Jill Konrath. I just helped Cargill cut purchasing-cycle time 47%. I have an idea I think applies to Hormel. Call me at 612-555-0143 — that's 612-555-0143."

Email that gets opened

Subject line is the value prop. Body is 90 words or less. One question. One CTA. No attachments on cold outreach. Konrath has reps rewrite their email five times before sending it — the discipline kills the product-centric reflex.

The gatekeeper as ally

Konrath rejects the "get past the gatekeeper" framing. The EA is a strategic ally who knows the buyer's calendar, priorities, and pet projects. Reps who treat the EA with respect and ask their advice get more meetings than reps who try to dodge them.

6. The First Meeting — Don't Pitch, Diagnose

If the campaign works, you get the meeting. Konrath spends a full part on what to do once you're in the room (or now, on the Zoom).

Open with their world, not your slides

Konrath bans the "about us" opening slide. The first 5 minutes are buyer-led: what's keeping them up at night, what their boss is measuring them on, what they tried already. Most reps skip this because it's scary. The reps who do it close 3x more.

Diagnostic questioning

Konrath teaches a sequence: current state → desired state → gap → cost of the gap → urgency. She is doing MEDDIC and Command of the Message before either existed as a branded methodology. Modern enterprise sellers reading her in 2027 recognize the DNA immediately.

Quantify cost of inaction

The close is not "buy our thing." It is "here is what doing nothing costs you per quarter." Konrath teaches reps to walk into every meeting with a back-of-envelope cost-of-inaction calculator built from public data on the prospect. This is the original value engineering playbook.

7. What Aged Well, What Aged Poorly

A fair read of a 2005 book in 2027.

Aged well

Crazy-busy buyer thesis — even more true now
Trigger events as the wedge — every modern intent platform (6sense, Bombora, Clay) is built on this
Multi-touch cadence — Salesloft and Outreach are literally productized Konrath
Outcome-led value prop — Gong's whole content engine teaches this verbatim
EA as ally — still 100% correct

Aged poorly

Voicemail as a primary channel — in 2027, voicemail-to-text auto-summary means a returned VM is rare; phone is now best used for callbacks, not openings
Direct mail — Konrath was pre-Sendoso; the modern equivalent is gift-send automation (Reachdesk, Postal)
Single-threaded selling — Konrath wrote for an era of 1-2 decision-makers; the average enterprise deal in 2027 has 11 stakeholders (per Gartner), so her playbook needs to be run 11 times in parallel, not once

Modern operators applying it now

Sangram Vajre (former Terminus CMO, now GTM Partners) cites Konrath's value-prop tests in his MOVE framework
Anthony Iannarino (The Sales Blog) interviewed Konrath multiple times and built eat-their-lunch displacement selling on her account-entry foundation
Becc Holland (Flip the Script) teaches Konrath-style trigger-based opening on her cold-call curriculum at companies like Snowflake and Datadog

8. Monday-Morning Application

How an enterprise AE actually uses this book on Monday in 2027.

flowchart LR A[Monday 8am: Pick 25 target accounts] --> B[Monday 9am: Pull trigger events earnings, exec moves, 10-K mentions] B --> C[Monday 10am: Write ONE value prop with $ number + peer name] C --> D[Monday 11am: Build 12-touch sequence email + LinkedIn + phone] D --> E[Tues-Fri: Execute cadence personalize touch 1, 4, 9] E --> F[Friday 4pm: Review: meetings booked, responses, what to adjust] F --> G[Next Monday: Repeat with sharper VP]

The book is 250 pages. The execution is 5 hours a week, every week, forever.

FAQ

**Is *Selling to Big Companies* still relevant in 2027? Yes — more than at publication. The "crazy busy" buyer thesis is now 10x truer, and the multi-touch, trigger-based, value-prop-led** playbook is literally the default config on Salesloft, Outreach, and Apollo. The tactical channel mix has shifted (less voicemail, more LinkedIn), but the diagnostic framework is intact.

**Where does this conflict with *The Challenger Sale*? Konrath says start with the buyer's stated problem and quantify it. Challenger says teach the buyer a problem they didn't know they had.** In practice, modern enterprise sellers do both: Konrath gets you the meeting, Challenger wins it. The frameworks are sequential, not competing.

Is this still useful for SaaS reps, or only for industrial/services sales? Fully applicable to SaaS. Konrath wrote it pre-SaaS-boom (2005), so her examples are industrial (Cargill, Hormel, 3M), but the mechanics map cleanly. Replace "manufacturing cycle time" with "deal-cycle time" or "data-pipeline latency" and the book reads like it was written for an enterprise AE at Snowflake.

**What's the difference between this and Konrath's *SNAP Selling*?** *Selling to Big Companies* is about getting the meeting (prospecting, account entry, value prop). *SNAP Selling* (2010) is about running the deal once you're in — Simple, iNvaluable, Aligned, Priority. Read STBC first, then SNAP.

Together they are a complete enterprise playbook.

If I only read one chapter, which one? The value proposition section (Part 2). Konrath's three-test framework (specific, measurable, strategic) plus the "epidemic of weak value propositions" chapter rewires how you write every email, voicemail, and pitch for the rest of your career. Highest-ROI 40 pages in the book.

Bottom Line

**Pick up *Selling to Big Companies* when** you are an SDR, AE, or first-time fractional CRO selling into Fortune 1000 logos and your meetings-booked rate is below 2% on outbound. Konrath's value-prop tests and account-entry cadence will lift it to 5-8% within a quarter if you execute the discipline.

The book is dated on channels but eternal on diagnosis — and in a 2027 GTM world drowning in AI-generated spam, human, researched, outcome-led outreach is the unfair advantage. This is the book that teaches you to write it.

Sources

Keep reading

### Direct Answer

**Jill Konrath's *Selling to Big Companies* (2005)** is the field manual for getting a first meeting with a Fortune 1000 buyer who has zero time for you. The argument: **weak value propositions** are the #1 reason enterprise sellers stall, and the fix is **outcome-focused, financially-quantified messaging** combined with a **multi-touch, multi-channel account-entry campaign** built on real research. It still matters in 2027 because the buyer is now even more **"crazy busy"** than in 2005 — they just block your LinkedIn DM instead of your phone call.

## 1. Why Selling to Big Companies Is a Different Game

Konrath opens by arguing enterprise selling is **not "small business selling, bigger."** It's a structurally different problem with different physics, and the rep who treats it the same way fails predictably.

### The crazy-busy buyer
Konrath's core observation, written in 2005 and now 10x more accurate: **corporate decision-makers live in a "firefighting world."** They are inundated, double-booked, and operate on a permanent triage. They are not waiting for your call. They will not "build rapport." They will allocate exactly 8 seconds to your email, and if you do not earn the next 30, you are dead.

### Why traditional pitching fails
The classic features-and-benefits pitch is built for a buyer who has time to listen. The enterprise buyer does not. Konrath's prescription: **lead with their problem, not your product.** Every artifact — voicemail, email, LinkedIn message, meeting deck — must pass the **"so what?"** test in the first sentence.

### The 2027 read
Modern operators reading this in 2027 — fractional CROs, AE leaders at Gong, Outreach, Clari — repeatedly cite Konrath's **"crazy busy"** chapter as the earliest articulation of what we now call **buyer signal fatigue**. The diagnosis aged perfectly. The cure (longer, slower, more thoughtful outreach) actually aged *better* than it landed in 2005, because **AI-generated spam** has made human, researched outreach a 10x differentiator.

## 2. Picking Targets — Don't Spray, Hunt

Konrath spends a full part of the book on **target account selection**, arguing most reps fail before they ever pick up the phone because they picked the wrong logos.

### The "ideal client profile" worksheet
Long before "ICP" was a SaaS acronym, Konrath had reps fill out a one-pager: **industry, company size, growth stage, recent triggers, decision-maker title, geography, current vendor pain.** She insists this is a written artifact, not a mental model. The discipline matters.

### Trigger events
A foundational concept Konrath popularized: **trigger events** — leadership changes, funding rounds, earnings misses, M&A, layoffs, new product launches, regulatory shifts. These are the cracks where you get in. Without a trigger, you are calling cold on a buyer who has no reason to switch. With one, you are timely.

### The "you only need 25" math
A hidden gem: Konrath argues most enterprise reps need **25-50 named target accounts, not 500.** Depth beats breadth. The rep who knows the org chart, the recent earnings call, and the new VP's prior company at 25 accounts will out-close the rep working 400 logos shallowly. This is the foundational logic behind every modern **ABM playbook** at 6sense, Demandbase, and Clay.

## 3. Building Value Propositions That Actually Land

This is the longest and most-cited part of the book. Konrath bluntly states **"weak value propositions are the most common root cause of ineffective selling."**

### The three tests of a strong value proposition
Konrath insists every value prop must be:
1. **Specific** — names the exact business outcome (cycle time cut from 14 to 4 days), not "improved efficiency"
2. **Measurable** — has a number attached (% reduction, $ saved, hours back, deals won)
3. **Tied to a strategic priority** — maps to something the C-suite already publicly cares about (earnings guidance, NRR target, cost takeout)

### The "epidemic of weak value propositions"
Konrath audits real sales emails and dismantles them. The most common failure: **product-centric language.** "We are the leading platform for…" Konrath's rewrite: **"Companies like Cargill cut purchasing-cycle time 47% in 90 days using our…"** Same product. Different opening. Different outcome.

### Quantification is non-negotiable
She drills the rep on **getting numbers** from existing customers — even rough ones. "Saved time" is not a value prop. **"Saved 12 hours per week per AP clerk, across 40 clerks, equaling $312K/year"** is a value prop. Modern operators at **Gong** and **Mutiny** still teach this exact discipline.

### Service-business adaptation
Konrath dedicates a chapter to service firms (consulting, agencies, staffing) where the deliverable is intangible. Her fix: **case studies with named clients and hard numbers**, plus a **before-state / after-state contrast** in every piece of outreach.

## 4. The Multi-Touch Account-Entry Campaign

Once you have the target list and a strong value prop, Konrath builds the **account-entry campaign** — a deliberate, sequenced, multi-channel cadence designed to break through.

### The 7-12 touch reality
Konrath was one of the first to publicly write that **enterprise buyers require 7-12 touches** before they respond. In 2005 this was heretical (reps gave up at 2). In 2027, **Salesloft** and **Outreach** ship this as the default cadence template. She was right by two decades.

### Channel-mixing
Voicemail + email + LinkedIn (then "executive assistant outreach" + direct mail) — Konrath teaches that **no single channel works alone.** Each channel reinforces the others. A voicemail referencing "the email I sent Tuesday" is 3x more likely to get a callback than either alone. This is the literal blueprint for modern **multi-channel sequences**.

### The "intriguing message"
Konrath's specific tactic: every touch must reference a **business outcome, a peer customer, or a trigger event** — never a product feature. The opener "I noticed Cargill just announced the Brazil expansion — three of your peers tackled the supply-chain piece using…" is pure Konrath. It works because it is **about them**, not you.

```mermaid
flowchart TD
    A[Crazy-Busy Enterprise Buyer] --> B{Do you have a<br/>Strong Value Proposition?}
    B -->|No| C[REJECTED in 8 seconds<br/>generic product pitch]
    B -->|Yes - Specific, Measurable,<br/>Strategic| D{Did you research<br/>a Trigger Event?}
    D -->|No| E[Mistimed - no urgency<br/>buyer ignores]
    D -->|Yes - earnings, exec change,<br/>M&A, layoff| F{Multi-touch<br/>Account-Entry Campaign?}
    F -->|1-2 touches| G[Given up too early<br/>83% of reps quit here]
    F -->|7-12 touches across<br/>email, phone, LinkedIn| H[First Meeting Booked]
    H --> I[Discovery: confirm pain,<br/>quantify cost of inaction]
    I --> J[Tailored solution<br/>tied to their numbers]
    J --> K[Enterprise Deal Won]
```

## 5. Overcoming the Wall — Voicemail, Email, Gatekeeper

A practical mid-book chapter on the tactical objections every enterprise rep hits.

### Voicemail that gets returned
Konrath's formula: **15-30 seconds, name + peer reference + specific outcome + soft ask + repeat your number twice.** Not "I'd love to learn about your business." Specifically: **"This is Jill Konrath. I just helped Cargill cut purchasing-cycle time 47%. I have an idea I think applies to Hormel. Call me at 612-555-0143 — that's 612-555-0143."**

### Email that gets opened
**Subject line is the value prop.** Body is 90 words or less. One question. One CTA. No attachments on cold outreach. Konrath has reps rewrite their email five times before sending it — the discipline kills the product-centric reflex.

### The gatekeeper as ally
Konrath rejects the "get past the gatekeeper" framing. The EA is a **strategic ally** who knows the buyer's calendar, priorities, and pet projects. Reps who treat the EA with respect and ask their advice get more meetings than reps who try to dodge them.

## 6. The First Meeting — Don't Pitch, Diagnose

If the campaign works, you get the meeting. Konrath spends a full part on **what to do once you're in the room** (or now, on the Zoom).

### Open with their world, not your slides
Konrath bans the **"about us"** opening slide. The first 5 minutes are buyer-led: what's keeping them up at night, what their boss is measuring them on, what they tried already. Most reps skip this because it's scary. The reps who do it close 3x more.

### Diagnostic questioning
Konrath teaches a sequence: **current state → desired state → gap → cost of the gap → urgency.** She is doing **MEDDIC and Command of the Message** before either existed as a branded methodology. Modern enterprise sellers reading her in 2027 recognize the DNA immediately.

### Quantify cost of inaction
The close is not "buy our thing." It is **"here is what doing nothing costs you per quarter."** Konrath teaches reps to walk into every meeting with a back-of-envelope **cost-of-inaction calculator** built from public data on the prospect. This is the original **value engineering** playbook.

## 7. What Aged Well, What Aged Poorly

A fair read of a 2005 book in 2027.

### Aged well
- **Crazy-busy buyer thesis** — even more true now
- **Trigger events as the wedge** — every modern intent platform (6sense, Bombora, Clay) is built on this
- **Multi-touch cadence** — Salesloft and Outreach are literally productized Konrath
- **Outcome-led value prop** — Gong's whole content engine teaches this verbatim
- **EA as ally** — still 100% correct

### Aged poorly
- **Voicemail as a primary channel** — in 2027, voicemail-to-text auto-summary means a returned VM is rare; phone is now best used for callbacks, not openings
- **Direct mail** — Konrath was pre-Sendoso; the modern equivalent is **gift-send** automation (Reachdesk, Postal)
- **Single-threaded selling** — Konrath wrote for an era of 1-2 decision-makers; the average enterprise deal in 2027 has **11 stakeholders** (per Gartner), so her playbook needs to be run **11 times in parallel**, not once

### Modern operators applying it now
- **Sangram Vajre** (former Terminus CMO, now GTM Partners) cites Konrath's value-prop tests in his **MOVE** framework
- **Anthony Iannarino** (The Sales Blog) interviewed Konrath multiple times and built **eat-their-lunch** displacement selling on her account-entry foundation
- **Becc Holland** (Flip the Script) teaches Konrath-style trigger-based opening on her cold-call curriculum at companies like Snowflake and Datadog

## 8. Monday-Morning Application

How an enterprise AE actually uses this book on Monday in 2027.

```mermaid
flowchart LR
    A[Monday 8am:<br/>Pick 25 target accounts] --> B[Monday 9am:<br/>Pull trigger events<br/>earnings, exec moves,<br/>10-K mentions]
    B --> C[Monday 10am:<br/>Write ONE value prop<br/>with $ number + peer name]
    C --> D[Monday 11am:<br/>Build 12-touch sequence<br/>email + LinkedIn + phone]
    D --> E[Tues-Fri:<br/>Execute cadence<br/>personalize touch 1, 4, 9]
    E --> F[Friday 4pm:<br/>Review: meetings booked,<br/>responses, what to adjust]
    F --> G[Next Monday:<br/>Repeat with sharper VP]
```

The book is 250 pages. The execution is 5 hours a week, every week, forever.

## FAQ

**Is *Selling to Big Companies* still relevant in 2027?**
Yes — more than at publication. The **"crazy busy"** buyer thesis is now 10x truer, and the **multi-touch, trigger-based, value-prop-led** playbook is literally the default config on Salesloft, Outreach, and Apollo. The tactical channel mix has shifted (less voicemail, more LinkedIn), but the diagnostic framework is intact.

**Where does this conflict with *The Challenger Sale*?**
Konrath says **start with the buyer's stated problem and quantify it.** Challenger says **teach the buyer a problem they didn't know they had.** In practice, modern enterprise sellers do both: Konrath gets you the meeting, Challenger wins it. The frameworks are sequential, not competing.

**Is this still useful for SaaS reps, or only for industrial/services sales?**
Fully applicable to SaaS. Konrath wrote it pre-SaaS-boom (2005), so her examples are industrial (Cargill, Hormel, 3M), but the mechanics map cleanly. Replace "manufacturing cycle time" with "deal-cycle time" or "data-pipeline latency" and the book reads like it was written for an enterprise AE at Snowflake.

**What's the difference between this and Konrath's *SNAP Selling*?**
*Selling to Big Companies* is about **getting the meeting** (prospecting, account entry, value prop). *SNAP Selling* (2010) is about **running the deal once you're in** — Simple, iNvaluable, Aligned, Priority. Read STBC first, then SNAP. Together they are a complete enterprise playbook.

**If I only read one chapter, which one?**
The value proposition section (Part 2). Konrath's three-test framework (specific, measurable, strategic) plus the **"epidemic of weak value propositions"** chapter rewires how you write every email, voicemail, and pitch for the rest of your career. Highest-ROI 40 pages in the book.

## Bottom Line

**Pick up *Selling to Big Companies* when** you are an SDR, AE, or first-time fractional CRO selling into Fortune 1000 logos and your meetings-booked rate is below 2% on outbound. Konrath's value-prop tests and account-entry cadence will lift it to 5-8% within a quarter if you execute the discipline. The book is dated on channels but eternal on diagnosis — and in a 2027 GTM world drowning in AI-generated spam, **human, researched, outcome-led outreach** is the unfair advantage. This is the book that teaches you to write it.

## Sources

- [Selling to BIG Companies — Jill Konrath's official book page](https://www.jillkonrath.com/sales-books/selling-to-big-companies)
- [Selling to Big Companies (Konrath, 2005) — Amazon listing](https://www.amazon.com/Selling-Big-Companies-Jill-Konrath/dp/1419515624)
- [Selling to Big Companies — Goodreads reviews and ratings](https://www.goodreads.com/book/show/173792.Selling_to_Big_Companies)
- [Strong Value Propositions — Konrath excerpt PDF (actionplan.com)](http://www.actionplan.com/pdf/ValuePropositions03.pdf)
- [Pierre Hulsebus — *Jill Konrath's Selling to Big Companies: A Summary* (LinkedIn)](https://www.linkedin.com/pulse/jill-konraths-selling-big-companies-summary-pierre-hulsebus)
- [Jonathan Stark — *Notes on Selling to Big Companies*](https://jonathanstark.com/notes-on-selling-to-big-companies)
- [The Sales Rainmaker — *Selling to Big Companies Book Review, Part One*](https://www.thesalesrainmaker.co.uk/?p=1355)
- [K2 Sales Podcast — *Timeless Tools and Strategies in Sales* with Jill Konrath (2024)](https://k2salespodcast.buzzsprout.com/1566959/episodes/14231924-timeless-tools-and-strategies-in-sales-jill-konrath)
- [Sales Game Changers Podcast Ep. 668 — Jill Konrath on Women in Sales](https://www.salesgamechangerspodcast.com/jillkonrath/)
- [The Sales Blog (Anthony Iannarino) — Interview with Jill Konrath on SNAP Selling, Part Two](https://www.thesalesblog.com/blog/the-sales-blog-interview-jill-konrath-and-snap-selling-part-two)

Was this helpful?

⌬ Apply this in PULSE

Gross Profit CalculatorModel margin per deal, per rep, per territory

Related in the library