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><p></p><p>Walt McGhee is a sales veteran with more than 40 years of success in institutional sales and management. From his early start as a Field Sales Engineer in the high-tech industry to top-performing roles on Wall Street Walt has built a career defined by discipline sincerity and process-oriented results. His insights drawn from decades of real-world experience now guide sales professionals at every stage toward lasting success.</p>