Mastering Major Account Selling

"Mastering Major Account Selling" dives into the unique tactics for success in major accounts, revealing the distinct skills top performers use. It covers crucial sales performance skills like questioning, active listening, and positioning capabilities. Additionally, the book explores best practices in business development competencies, including lead identification, qualification, call preparation, objection handling, and securing commitment. Unlock the secrets to thriving in major account sales with this insightful guide.

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About

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About the Author: Richard Ruff
For more than thirty years, Richard Ruff and Janet Spirer – the founders of Sales Momentum – have worked with the Fortune 1000 to design and develop sales training programs that make a difference.  By working with market leaders, we have learned that today’s standard for a great sales force significantly differs from yesterday’s picture. 

Today, a sales force not only needs to be able to sell a competitive advantage ... they must be a competitive advantage. Because salespeople must learn more than ever before, and master it to a higher level of proficiency, the demand for an entirely new class of effective sales training programs has emerged. Sales training programs must be qualitatively different from sales training offerings of the past in how they are developed and priced.  They must be designed to impact business results and priced affordably.

In 2010, we also began to offer our sales training programs to mid-size and smaller companies under our Sales Horizons brand.
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.

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Available in the following formats: .epub, .pdf, .mobi

Price: $0.99 USD

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