The Little Book of Successful Major Account Sales

<p>In <em>The Little Book of Successful Major Account Sales</em> Walt McGhee shares the lessons and strategies he honed during his successful 40-year career in institutional sales. Drawing on real-world experience he explores the entire spectrum of the major account sales process-from territory planning and client meetings to RFIs/RFPs client on-sites travel conferences entertaining internal sales meetings organizational dynamics and professional growth. The book emphasizes four principles that consistently drive success: Discipline Sincerity Process and Fit. Both inexperienced and seasoned sales professionals will find valuable insights to sharpen their skills and improve their results.</p>