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    Mastering Major Account Selling
    Mastering Major Account Selling
    Mastering Major Account Selling
    Ebook47 pages50 minutes

    Mastering Major Account Selling

    By Richard Ruff and Janet Spirer

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    About this ebook

    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 â 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.
    LanguageEnglish
    PublishereBookIt.com
    Release dateApr 26, 2016
    ISBN9780975892329
    Mastering Major Account Selling

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      Book preview

      Mastering Major Account Selling - Richard Ruff

      CONTENTS

      Dedication

      Over the years, we have had the opportunity to work with thousands of people engaged in major account selling. It is only from those experiences that we are able to write Mastering Major Account Selling. Although the number of people is too large to mention individually, we thank every one of our clients for the experience of working together and for the opportunity to discuss and observe major account selling. Working with the very best is a privilege and a great learning experience.

      We also want to acknowledge colleagues we have worked with over the years. We have learned a great deal from every one. Again, the list is long but a few deserve a special note of appreciation.

      We had the opportunity to learn about major account selling from some giants in the field. Richard worked with Neil Rackham, the founder of Huthwaite, Inc. and author of some of the foundational books in major account selling. Janet worked at Xerox and GE – two pioneers in major account selling and sales training.

      Steve Gielda and Kevin Jones have been our business partners for over a dozen years and have participated with us in most of our client projects. We could not have learned as much about major account selling without their help. We also would like to extend our appreciation to Mike Smith at The Ohio State University who is not only a valuable business colleague but also someone who knows about major account selling from years of experience of getting it right.

      Richard Ruff and Janet Spirer

      Preface

      We have had the privilege of working with a wide variety of market-leading companies engaged in major account sales. These opportunities have provided a peek in the window to observe and analyze what the very best are doing on a good day. From those experiences we’ve seen what it takes to get it right.

      Top performing salespeople in major accounts are truly accomplished. They have mastered the fundamental selling skills and have integrated the best practices required to capture major account business.

      Mastering Major Account Selling examines what it takes to be among those top performers. It is written to help develop the expertise for generating new business opportunities in major accounts with existing or new customers.

      Three core sales performance skills are addressed in Chapter 1 – asking questions, active listening and positioning your capabilities. Then best practices for five business development competencies are explored in Chapter 2. They are:

      • Identifying Leads – This section explores best practices for identifying business opportunities and discovering customer needs ... and how those needs affect the overall operation of the

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