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Mastering Major Account Selling

Driving Major Account Sales in B2B Markets

This book is available for download with iBooks on your Mac or iOS device. Multi-touch books can be read with iBooks on your Mac or iOS device. Books with interactive features may work best on an iOS device. iBooks on your Mac requires OS X 10.9 or later.


Major accounts are not just big little accounts - they're fundamentally different. Mastering Major Account Selling explores the skills and competencies of top performers selling in major accounts. 

Three core sales performance skills are addressed in Chapter 1 – asking questions, active listening and positioning your capabilities. 

Best practices for five business development competencies are explored in Chapter 2: identifying leads, qualifying leads, preparing for calls, handling objections, and obtaining commitment.

What's New in Version 1.3

Updated podcast links

Customer Reviews

Fantastic read!

Richard Ruff and Janet Spirer have succeeded again at providing an innovative resource for sales professionals.

Mastering Major Account Selling

Great and easy read for marketing, business development and sales professionals. Best practices are particularly helpful for addressing sales challenges in the B2B market space. Definitely recommend.

For the Entrepreneur Needing to Master Sales

As an entrepreneur without a sales background – increasingly in roles requiring me to be more sales savvy – this book is a definite GEM!

I first came up Janet and Rich through one of their on-point medical device sales-blogs. They always seem to have great, relevant advice and information about what's going on in the market and this book takes things one step further. It offers clear, straightforward, best-practice tips and ideas for mastering core sales performance – that planned or incremental face time with the client where you’re either prepared and closer to the sale/closing the deal or standing in missed opportunity.

Many of the opportunities I hadn't even realized I was missing and I'm now MUCH more prepared to tackle them! Great ideas and I'm excited to try them out!

Mastering Major Account Selling
View in iTunes
  • Free
  • Available on iPad, iPhone and Mac.
  • Category: Marketing & Sales
  • Published: May 14, 2013
  • Publisher: Sutton Business Press
  • Seller: Sales Momentum
  • Print Length: 33 Pages
  • Language: English
  • Version: 1.3
  • Requirements: To view this book, you must have an iPad with iBooks 2 or later and iOS 5 or later, or an iPhone with iOS 8.4 or later, or a Mac with OS X 10.9 or later.

Customer Ratings