Major Account Sales Strategy Hardcover – January 1, 1989

What are the focus of receptivity, the focus of dissatisfaction, and the focus of power? If you don't know, a set of nasty surprises awaits you as a sales person. As you seek entry into accounts to which you are expected to sell, you will find it's a cold, cold world out there, more than ever. Entering a new account and successfully turning it around can take forever--or a shorter time if you work smarter, not harder.Neil Rackham's book deals head-on with the issues of breaking into and selling to accounts that are "negative"--that is to say, buying from your competitor. But you can find the chinks to work your way in and find mutual benefits. Chances are, there is dissatisfaction in some area--with a competitor, with a technology, with a situation. The knowledgeable sales person can find the dissatisfied parties and influence them to take action. The result--sales for you and an improved situation for them.I found the book particularly good at identifying stages of the sale, in ways different from the traditional Xerox-style selling. For example, the stages are broken down into an implementation-resolution cycle, where, after needs are recognized, option are evaluated, concerns are met (objections, in old-speak) and finally a decision is made. You, as the salesperson, are shepherding the process with the decision makers and influencers through this cycle. So it pays to know where you are sitting in each stage of the cycle in order to present the right information to your client.This book is not hard to understand, and is well-organized. If ound it interesting and valuable reading, and think it belongs on any the major account manager's bookshelf.

I thought SPIN theory is what you need first, but after reading this book, based on my personal experience, use of SPIN theory earns the opportunity for one to get on the table, but doesn't mean the business is in your hand. There are few more phases that you have to go through and this book talks through that. Just because the customer has realized a need for something, does not make them write the check -- lot of other things come into play such as do I need this now, am I making the correct decision in going with the choice etc. Must read for some one who is trying to do sales.Forget business sales, my bar for testing any of these theories is not at work, but at home -- I always try and test these theories at home (with my family) and if it works at home, then IT obviously works outside.Great book to read.

Neil Rackham is somewhat of a legend in the Pro Sales community.He not only pioneered many of the techniques that transformed business sales from 'selling' to 'solving'...but, has continued to update his books, to keep up with current buying criteria and issues.As such, I highly recommend this book to any Sales Pro, wanting to up their game. Its all viable, its all 'real', and if properly applied, it will help you sell more, and come away with more referenceable clients.

Reading as part of a book club for work. Its a solid sales guide. Practical stories and relevant teachings.

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.

This book is impressive as it articulates in very clear terms what most sales professionals would describe as an art. I highly recommend this read!

A major sales book. Very deep in knowledge, maybe to be a second or third step in the path to acquire formal knowledge of sales. Also it would be a good opportunity for salesman who have professional degrees.

Great reading on strategy and how important it is to move away from unproductive selling processes