The New Successful Large Account Management: Maintaining and Growing Your Most Important Assets -- Your Customers

For the Accounts You Can't Afford to Lose: The Strategies that Will Keep Your Customers Coming Back Whether your company has $50,000 or $5 million in sales, chances are that at least half of your revenue comes from a few crucial accounts. What does it take to keep them going strong? The authors of The New Strategic Selling and The New Conceptual Selling present a hard-hitting, no-nonsense book of techniques to improve your most important business relationships. Updated with recent examples of actual success stories, this new edition explores how online click speeds have resulted in highly sophisticated customers who expect all services to be done in "real time." Discover: * The Long View: Studying and really understanding your company-and your customer's business-can mean years of selling success * "Lamp" Strategies: Activate a Large Account Management Process strategy to turn your best customers into permanent "external assets" * Trends and Market Forces: Constantly identify and reappraise the conditions that can make your services more crucial than ever * Channels of Communication: The right contacts and communication lines will help you make key changes-before it's too late!

• The New Conceptual Selling: The Most Effective and Proven Method for Face-to-Face Sales Planning
• The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies
• The Seven Keys to Managing Strategic Accounts
• Mastering Account Management: 102 Steps for Increasing Sales, Serving Your Customers Better, and Working Less
• The Only Sales Guide You'll Ever Need
• Key Account Management and Planning: The Comprehensive Handbook for Managing Your Compa
• Major Account Sales Strategy
• Sales Enablement: A Master Framework to Engage, Equip, and Empower A World-Class Sales Force
• SPIN Selling
• Key Account Management: The Definitive Guide