Major accounts are not just big little accounts - they're fundamentally different. Mastering Major Account Selling explores the skills and competencies of top performers selling in major accounts.
Three core sales performance skills are addressed in Chapter 1 – asking questions, active listening and positioning your capabilities.
Best practices for five business development competencies are explored in Chapter 2: identifying leads, qualifying leads, preparing for calls, handling objections, and obtaining commitment.
Sales Training Consultant
This book is designed for those sales professionals who want to move beyond transactional vendor/supplier type selling and focus on developing relationships that are built on business value. For the seasoned major account salesperson, it provides specific recommendations and refinements to up your game. I recommend this book to all who are looking for an edge in the competitive world of selling.
A Must Read
This book was hugely insightful and informative. The information is presented in a clear concise manner making for an effortless and enjoyable read. The principles and concepts presented in this book are relevant in any field or profession. I highly recommend this book as a useful tool in any business.
A must read for success at any level
Concise and to the point, this book is a must read for reps seeking to improve their performance at any level -- not just when hunting for big game. Filled with tips and techniques for separating yourself from the pack, it's a self-help book for those climbing to the top. As a technical marketing consultant to several Fortune 500 companies, I find myself referring back to these tried-and-true principles time and time again. Thanks Janet & Dick!