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Major Account Sales Strategy (PB) Kindle Edition

by Neil Rackham (Author) Format: Kindle Edition
4.7 4.7 out of 5 stars 219 ratings
See all formats and editions

An Arsenal of Shrewd Tactics and Winning Strategies to Make You a Major Account Sales Success

Knowing how to get to the decision maker, deal with the competition, understand buyer psychology, and service the client--these are the keys to success when you need to nail down major accounts. Now, for the first time, here's a book of practical, proven-effective strategies and tactics for the entire major account sales cycle.

Based on Neil Rackham's exhaustive research, the strategies you'll find here will enable you to . . .

  • Tailor your selling strategy to match each step in the client's decision-making process.
  • Ensure that you won't lose your customers because you'll know the psychology of the buyer and how to respond to their doubts.
  • Gain entry to accounts through many different windows of opportunity.
  • Deal with competitive situations, take on bigger competitors, and win using strategies that the author's meticulous research shows are employed by the most successful salespeople.
  • Handle negotiations, concessions on price, and term agreements skillfully and effectively.
  • Offer the ongoing technical and maintenance support that keeps your major accounts yours.

From a world-renowned sales innovator, this first-of-a-kind A-to-Z presentation of major account strategy puts sales success in your hands. Make it yours today. Read Major Account Sales Strategy.

Previous page
  1. Part of series
    MARKETING/SALES/ADV & PROMO
  2. Print length
    236 pages
  3. Language
    English
  4. Sticky notes
    On Kindle Scribe
  5. Publisher
    McGraw Hill
  6. Publication date
    January 22, 1989
  7. File size
    4419 KB
  8. Page Flip
    Enabled
  9. Word Wise
    Enabled
  10. Enhanced typesetting
    Enabled
  11. See all details
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Editorial Reviews

From the Publisher

Neil Rackham is founder and former president of Huthwaite, Inc. Huthwaite researches, consults, and provides seminars for more than 200 leading sales organizations around the world, including Xerox, IBM, and Citicorp. His academic background is in research psychology. It was at the University of Sheffield, England, that he began his research into sales effectiveness that resulted in SPIN. Rackham is the author of more than 50 articles and several books.

About the Author

Neil Rackham is founder and former president of Huthwaite, Inc. Huthwaite researches, consults, and provides seminars for more than 200 leading sales organizations around the world, including Xerox, IBM, and Citicorp. His academic background is in research psychology. It was at the University of Sheffield, England, that he began his research into sales effectiveness that resulted in SPIN. Rackham is the author of more than 50 articles and several books.

Product details

  • ASIN ‏ : ‎ B006B7LP9G
  • Publisher ‏ : ‎ McGraw Hill; 1st edition (January 22, 1989)
  • Publication date ‏ : ‎ January 22, 1989
  • Language ‏ : ‎ English
  • File size ‏ : ‎ 4419 KB
  • Simultaneous device usage ‏ : ‎ Up to 4 simultaneous devices, per publisher limits
  • Text-to-Speech ‏ : ‎ Enabled
  • Screen Reader ‏ : ‎ Supported
  • Enhanced typesetting ‏ : ‎ Enabled
  • X-Ray ‏ : ‎ Not Enabled
  • Word Wise ‏ : ‎ Enabled
  • Sticky notes ‏ : ‎ On Kindle Scribe
  • Print length ‏ : ‎ 236 pages
  • Customer Reviews:
    4.7 4.7 out of 5 stars 219 ratings

About the author

Follow authors to get new release updates, plus improved recommendations.
Neil Rackham

Neil Rackham

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Neil Rackham is founder and former president of Huthwaite, Inc. Huthwaite researches, consults, and provides seminars for over 200 leading sales organizations around the world, including Xerox, IBM, and Citicorp. His academic background is in research psychology. It was at the University of Sheffield, England, that he began his research into sales effectiveness that resulted in SPIN. Mr. Rackham is the author of more than 50 articles and several books.

Photo by Webstrategies (Own work) [CC BY-SA 4.0 (http://creativecommons.org/licenses/by-sa/4.0)], via Wikimedia Commons.

Customer reviews

4.7 out of 5 stars
4.7 out of 5
219 global ratings

Top reviews from the United States

Joanna D.
5.0 out of 5 stars The pitfalls await the uninformed sales person; read this!
Reviewed in the United States on October 6, 2004
Verified Purchase
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.
29 people found this helpful
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Alpha Beta
5.0 out of 5 stars SPIN Theory gets you on the table, this book tells you how to get the final business
Reviewed in the United States on January 20, 2007
Verified Purchase
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.
7 people found this helpful
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PJ Arts
5.0 out of 5 stars I've been a Professional Salesperson for 4 decades, and this is legit
Reviewed in the United States on July 6, 2020
Verified Purchase
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.
2 people found this helpful
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J Levs
4.0 out of 5 stars Four Stars
Reviewed in the United States on July 14, 2017
Verified Purchase
Reading as part of a book club for work. Its a solid sales guide. Practical stories and relevant teachings.
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Cristian Guajardo Garcia
5.0 out of 5 stars Pure gold if you are into sales and human psychology
Reviewed in the United States on April 16, 2016
Verified Purchase
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.
One person found this helpful
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Marie Rosenzweig
5.0 out of 5 stars Consider a new approach to selling
Reviewed in the United States on January 16, 2021
Verified Purchase
Great reading on strategy and how important it is to move away from unproductive selling processes
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Amazon Customer
5.0 out of 5 stars Good strategy
Reviewed in the United States on October 2, 2019
Verified Purchase
Not too relevant for me right now but I can see myself going back to.this once I take an enterprise role
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Artur Wozniak
5.0 out of 5 stars Excellent read.
Reviewed in the United States on July 8, 2019
Verified Purchase
Brings the SPIN selling strategy to another level.
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Top reviews from other countries

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Tanveer Afzal
5.0 out of 5 stars Thank You Neil Rackham
Reviewed in Canada on July 24, 2022
Verified Purchase
Can't wait to implement the lessons on my next prospects and customers follow-ups.
One of the most insightful readings to have come across so far.
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Héctor O.
5.0 out of 5 stars Excelente
Reviewed in Mexico on April 12, 2021
Verified Purchase
Altamente recomendable.
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Rafael
5.0 out of 5 stars Life saver
Reviewed in Germany on February 16, 2022
Verified Purchase
Life saver, best sales book ever. Highly recommend to enterprise SaaS start-ups that struggle to sell and achieve PMF. Rock on!
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D. HARDING
5.0 out of 5 stars One of the top 3 Sales Books Ever
Reviewed in the United Kingdom on September 20, 2020
Verified Purchase
The others are SPIN Selling and Miller Heimann Strategic Selling. I am certain that, like the other 2, I will be using this as a reference book throughout my career.

I guess that the only qualification is that the focus is high value B to B sales.
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Andrea M Fernández
4.0 out of 5 stars muy buenos ejemplos y sencilla lectura
Reviewed in Mexico on November 18, 2019
Verified Purchase
lo mejor son los ejemplos que te ponen, al día lo sigo consultado por dudas.
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