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Major Account Sales Strategy
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 . . .
- GenresBusinessNonfiction
240 pages, Hardcover
First published January 1, 1989
107 people are currently reading
514 people want to read
About the author
Neil Rackham
37 books70 followersAuthor of the Spin Selling. Find out more about Spin Selling at http://www.huthwaite.co.uk/training-s...
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Displaying 1 - 13 of 13 reviews
February 6, 2018
I'm still learning to be the Salesman I want to be, and this book helps that journey.
September 20, 2020
One of the top 3 Sales Books Ever
The others are SPIN Selling and Miller Heimann Strategic Selling. I am certain that, like the other 2, I will be using this as a reference book throughout my career.
I guess that the only qualification is that the focus is high value B to B sales.
The others are SPIN Selling and Miller Heimann Strategic Selling. I am certain that, like the other 2, I will be using this as a reference book throughout my career.
I guess that the only qualification is that the focus is high value B to B sales.
May 7, 2022
Successful sales always start with good understanding of what customers need and what you can offer them. From my personal start-up experience, I recognize if your company can't get traction from customers and sell well no matter what you have tried and how many sales people you have churned, it probably means your product fundamentally doesn't address a strong enough pain-point of the customer. In author's word, the company failed in the recognition of needs phase.
In a highly competitive market with all similar products, the story is quite different. It's obviously fortunate to be at an industry leader with strong hard differentiators. What sales people need to do is really to work hard and call as many customers as possible. To them, with handy credentials, loss of any significant business means an unacceptable failure. For the 2nd/3rd tier underdogs, however, one focus and strategy in the evaluation of options phase and the resolution of concerns phase is to get involved as early as possible in the process so that they can have more time and leeway to influence customer's decision criteria from hard to soft differentiators where they have better chance to compete and win.
This is an excellent book about big account sales with clear and systematic approach.
In a highly competitive market with all similar products, the story is quite different. It's obviously fortunate to be at an industry leader with strong hard differentiators. What sales people need to do is really to work hard and call as many customers as possible. To them, with handy credentials, loss of any significant business means an unacceptable failure. For the 2nd/3rd tier underdogs, however, one focus and strategy in the evaluation of options phase and the resolution of concerns phase is to get involved as early as possible in the process so that they can have more time and leeway to influence customer's decision criteria from hard to soft differentiators where they have better chance to compete and win.
This is an excellent book about big account sales with clear and systematic approach.
October 19, 2020
There aren't many books that get into account selling at this depth, so this is pretty much reference material.
It gets a little technical, like a textbook at points. Parts of the framework might be dated now, as the world has vastly changed since it was published almost 30 years ago.
Nonetheless, a great sequel to SPIN selling that gets into more depth wit strategy into those major accounts successful B2B sales people have to focus on.
It gets a little technical, like a textbook at points. Parts of the framework might be dated now, as the world has vastly changed since it was published almost 30 years ago.
Nonetheless, a great sequel to SPIN selling that gets into more depth wit strategy into those major accounts successful B2B sales people have to focus on.
October 2, 2019
Good strategy
Not too relevant for me right now but I can see myself going back to.this once I take an enterprise role
Not too relevant for me right now but I can see myself going back to.this once I take an enterprise role
April 6, 2020
Sound advices, easy to follow - but hard to implement in real life :-)
July 24, 2022
Thank You Neil Rackham
Can't wait to implement the lessons on my next prospects and customers follow-ups.
One of the most insightful readings to have come across so far.
Can't wait to implement the lessons on my next prospects and customers follow-ups.
One of the most insightful readings to have come across so far.
April 22, 2021
Fantastic for people working in complex sales with long sales cycles. Definitely not an easy or particularity fun read, pretty close to a university class book covering tight facts without too much fillers other than examples of utilizing the covered topics.
The book mainly goes in detail about the sales cycle of selling big deals to major accounts: uncovering decision criteria, finding decision makers, searching for dissatisfaction and trouble followed by the major parts of recognition of needs, evaluation of options, resolution of concerns and implementation of the solution.
A great follow up to spin selling. Full of examples and lots to think about.
The book mainly goes in detail about the sales cycle of selling big deals to major accounts: uncovering decision criteria, finding decision makers, searching for dissatisfaction and trouble followed by the major parts of recognition of needs, evaluation of options, resolution of concerns and implementation of the solution.
A great follow up to spin selling. Full of examples and lots to think about.
February 12, 2017
Great reading to understand all the stages of the sales process. Really good insights, examples and cases to reflect upon different scenarios. Neil Rackham must be the best author on this subject and his has a vast experience in sales which makes him an authority to learn from.
100% recommended also because you can start applying this methods straight away.
100% recommended also because you can start applying this methods straight away.
March 29, 2008
Great tool for Sales Strategy
July 26, 2011
Read MAR 2002
February 22, 2013
One more for my "Top 5". If you are in complex sales or in an outside sales role, this rather dry book is foundational to your success helping you understand the real buying cycle.
February 9, 2017
Bible for complex sales
Displaying 1 - 13 of 13 reviews