Purposeful Selling: Getting The Most From Partnerships With Those Customers Which Mean The Most To Your Company

The audience for this book is that group whose job is "selling," and who desire to hone the skills associated with their profession and advance from "salesperson" to "sales professional" and to continue their professional development until having achieved the penultimate role in sales: that of "Trusted Advisor" to his or her customer or client. The author recognizes that the complexity associated with selling to "Major Accounts" requires a unique skill set, methodology and sales framework, and a degree of professionalism to deal with such accounts, which are characterized by having multiple decision makers, a longer sales cycle - ranging from six months to two years or more, and a higher dollar volume as represented by both "deal size" and annual sales volume. As comfortable on "Mahogany Row" dealing with C-Level executives as with dealing at the Project Manager level, it is the unique combination of skills, poise, bearing, professionalism and commitment to continued professional development that characterizes the successful Sales Professional in this role.