Selling Big: Growing Your Business within Large Companies
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Selling Big: Growing Your Business within Large Companies

by Michael Raquet
     
 

Showcasing the Client Alignment® process, this book details steps for reorienting a company to expertly align plans and activities to the specific goals and objectives of large clients.

• Illustrations explain the stages of business development and the activities necessary to create and grow business with large accounts

• Provides a bibliography

Overview

Showcasing the Client Alignment® process, this book details steps for reorienting a company to expertly align plans and activities to the specific goals and objectives of large clients.

• Illustrations explain the stages of business development and the activities necessary to create and grow business with large accounts

• Provides a bibliography

Editorial Reviews

From the Publisher

"Raquet, a business consultant and trainer, describes the ClientAlignment approach, an approach to creating and growing a business that sells to large companies. Insights are drawn from the author's interviews with 50 top sales performers and 100 purchasing decision-makers from large corporations and organizations. The book details the activities at four stages of business development, from lead generation to loyal client generation, and explains how to plan time, run account teams, find business opportunities, and align the needs and desires of clients. The audience for the book includes anyone who runs their own company, sells for a living, manages or supports those who sell, or is in any type of business development. In particular, it will aid veterans of large-account selling who have had some success. A companion web site offers articles and exhibits." - Reference & Research Book News

Product Details

ISBN-13:
9780313380006
Publisher:
Greenwood Publishing Group, Incorporated
Publication date:
04/09/2010
Pages:
197
Product dimensions:
6.80(w) x 9.40(h) x 0.90(d)

What People are saying about this

Steve Schiffman

"This book is a must for anyone who is serious about sales. Taking the process from lead generation to close is important, but the way you do it is priceless."

Steve Schiffman, Sales Training Coach, SteveSchiffman.com

Jeff Forringer

"Selling Big shows which large account sales activities are the most effective. This book is full of thought-provoking concepts to develop leads to clients and clients to loyal clients. Our large clients are critically important for our business success and this will be mandatory reading for everyone in our company."
Chris Bailey

"A truly great book . . . Raquet has created a must read for anyone involved in selling and then building loyal client relationships! This book is a tool box for success . . . The concepts are simple, concise and extremely actionable . . . The traits of successful account teams should be required reading for everyone who touches your clients!"

Chris Bailey

"A truly great book . . . Raquet has created a must read for anyone involved in selling and then building loyal client relationships! This book is a tool box for success . . . The concepts are simple, concise and extremely actionable . . . The traits of successful account teams should be required reading for everyone who touches your clients!"

Chris Bailey, President & CEO, Bailey Brand Consulting

Elise Roma

"Mike Raquet's approach to developing business in large accounts is unique and effective. He shows how to align all of your internal resources to develop business in large companies. It's comprehensive and keeps the focus on easy-to-perform activities that anyone can understand and perform."

Elise Roma, GM Northeast, FranklinCovey

Elise Roma

"Mike Raquet's approach to developing business in large accounts is unique and effective. He shows how to align all of your internal resources to develop business in large companies. It's comprehensive and keeps the focus on easy-to-perform activities that anyone can understand and perform."

Jeff Forringer

"Selling Big shows which large account sales activities are the most effective. This book is full of thought-provoking concepts to develop leads to clients and clients to loyal clients. Our large clients are critically important for our business success and this will be mandatory reading for everyone in our company."

Jeff Forringer, President, IntrinsiQ LLC

Steve Schiffman

"This book is a must for anyone who is serious about sales. Taking the process from lead generation to close is important, but the way you do it is priceless."

Meet the Author

Michael Raquet is the founder of ClientAlignment Inc., providing consulting, training, and coaching to companies looking to successfully develop their business by aligning with their clients.

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