Major Account Sales Strategy (PB)
By Neil Rackham
3/5
()
About this ebook
An Arsenal of Shrewd Tactics and Winning Strategies to Make You a Major Account Sales Success
Knowing how to get to the decision maker, deal with the competition, understand buyer psychology, and service the client--these are the keys to success when you need to nail down major accounts. Now, for the first time, here's a book of practical, proven-effective strategies and tactics for the entire major account sales cycle.
Based on Neil Rackham's exhaustive research, the strategies you'll find here will enable you to . . .
- Tailor your selling strategy to match each step in the client's decision-making process.
- Ensure that you won't lose your customers because you'll know the psychology of the buyer and how to respond to their doubts.
- Gain entry to accounts through many different windows of opportunity.
- Deal with competitive situations, take on bigger competitors, and win using strategies that the author's meticulous research shows are employed by the most successful salespeople.
- Handle negotiations, concessions on price, and term agreements skillfully and effectively.
- Offer the ongoing technical and maintenance support that keeps your major accounts yours.
From a world-renowned sales innovator, this first-of-a-kind A-to-Z presentation of major account strategy puts sales success in your hands. Make it yours today. Read Major Account Sales Strategy.
Read more from Neil Rackham
Insight Selling: Surprising Research on What Sales Winners Do Differently Rating: 5 out of 5 stars5/5Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value Rating: 3 out of 5 stars3/5
Related to Major Account Sales Strategy (PB)
Related ebooks
SPIN Selling Rating: 4 out of 5 stars4/5Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance Rating: 3 out of 5 stars3/5The New Solution Selling: The Revolutionary Sales Process That is Changing the Way People Sell Rating: 5 out of 5 stars5/5Elite Sales Strategies: A Guide to Being One-Up, Creating Value, and Becoming Truly Consultative Rating: 0 out of 5 stars0 ratingsValue-Added Selling: How to Sell More Profitably, Confidently, and Professionally by Competing on Value, Not Price 3/e Rating: 0 out of 5 stars0 ratingsSelling in a New Market Space: Getting Customers to Buy Your Innovative and Disruptive Products Rating: 0 out of 5 stars0 ratingsThe SaaS Sales Method for Account Executives: How to Win Customers: Sales Blueprints, #5 Rating: 0 out of 5 stars0 ratingsSmooth Selling Forever: Charting Your Company's Course for Predictable and Sustainable Sales Growth Rating: 5 out of 5 stars5/5consultative selling Complete Self-Assessment Guide Rating: 0 out of 5 stars0 ratingsHope Is Not a Strategy: The 6 Keys to Winning the Complex Sale: The 6 Keys to Winning the Complex Sale Rating: 4 out of 5 stars4/5SOAR Selling (PB) Rating: 0 out of 5 stars0 ratingsSales Blazers: 8 Goal-Shattering Strategies from the World's Top Sales Leaders Rating: 0 out of 5 stars0 ratingsMastering the Complex Sale: How to Compete and Win When the Stakes are High! Rating: 3 out of 5 stars3/5The Successful Sales Manager: A Sales Manager's Handbook For Building Great Sales Performance Rating: 0 out of 5 stars0 ratingsConsultative Selling: The Hanan Formula for High-Margin Sales at High Levels Rating: 5 out of 5 stars5/5The Street Savvy Sales Leader Rating: 0 out of 5 stars0 ratingsThe Sales Boss: The Real Secret to Hiring, Training and Managing a Sales Team Rating: 3 out of 5 stars3/5Selling the Cloud Rating: 0 out of 5 stars0 ratingsBuyer-Centered Selling: How Modern Sellers Engage & Collaborate with Buyers Rating: 0 out of 5 stars0 ratingsSales Management. Simplified.: The Straight Truth About Getting Exceptional Results from Your Sales Team Rating: 4 out of 5 stars4/5Changing the Sales Conversation: Connect, Collaborate, and Close Rating: 0 out of 5 stars0 ratingsThe Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon | Conversation Starters Rating: 0 out of 5 stars0 ratingsThe Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million Rating: 5 out of 5 stars5/5ProActive Selling: Control the Process--Win the Sale Rating: 3 out of 5 stars3/5Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline Rating: 4 out of 5 stars4/5CustomerCentric Selling, Second Edition Rating: 4 out of 5 stars4/5SPEAR Selling Rating: 5 out of 5 stars5/5Sales Insanity Rating: 0 out of 5 stars0 ratings
Training For You
How to Make $100,000+ Your First Year as a Real Estate Agent Rating: 0 out of 5 stars0 ratingsHow to Make Money in Stocks Complete Investing System (EBOOK) Rating: 4 out of 5 stars4/5You Can't Lie to Me: The Revolutionary Program to Supercharge Your Inner Lie Detector and Get to the Truth Rating: 4 out of 5 stars4/5101 Games and Activities for Children With Autism, Asperger’s and Sensory Processing Disorders Rating: 5 out of 5 stars5/5Make Every Man Want You: or Make Yours Want You More) Rating: 4 out of 5 stars4/5Crucial Conversations Tools for Talking When Stakes Are High, Second Edition Rating: 4 out of 5 stars4/5The Insulin-Resistance Diet--Revised and Updated: How to Turn Off Your Body's Fat-Making Machine Rating: 3 out of 5 stars3/5How to Talk and Instantly Connect with Anyone (EBOOK BUNDLE) Rating: 5 out of 5 stars5/5How to Trade In Stocks Rating: 4 out of 5 stars4/5Crucial Conversations: Tools for Talking When Stakes are High, Third Edition Rating: 4 out of 5 stars4/5The Job Interview Phrase Book: The Things to Say to Get You the Job You Want Rating: 4 out of 5 stars4/5The Millionaire Real Estate Investor Rating: 5 out of 5 stars5/5The 2-Hour Workshop Blueprint: Design Fast. Deliver Strong. Without Stress. Rating: 5 out of 5 stars5/5Practice Makes Perfect Mastering Writing Rating: 5 out of 5 stars5/5How to Hug a Porcupine: Negotiating the Prickly Points of the Tween Years Rating: 4 out of 5 stars4/5Electronic Shorthand: An Easy-To-Learn Method Of Rapid Digital Note-Taking Rating: 5 out of 5 stars5/5Administrative Assistant's and Secretary's Handbook Rating: 4 out of 5 stars4/5The Everything Career Tests Book: 10 Tests to Determine the Right Occupation for You Rating: 0 out of 5 stars0 ratingsSECURITIES INDUSTRY ESSENTIALS EXAM STUDY GUIDE 2022 + TEST BANK Rating: 5 out of 5 stars5/5Perfect Phrases for Fundraising Rating: 5 out of 5 stars5/5Mean Girls at Work: How to Stay Professional When Things Get Personal Rating: 3 out of 5 stars3/5Perfect Phrases for Performance Reviews 2/E Rating: 4 out of 5 stars4/5Beat Burnout: Overcome Exhaustion, Minimize Stress, and Take Back Your Life in 30 Days: 30 Day Expert Series Rating: 5 out of 5 stars5/5
Reviews for Major Account Sales Strategy (PB)
7 ratings0 reviews