Major accounts are not just big little accounts – they’re fundamentally different. Mastering Major Account Selling explores the skills and business development competencies of top performers selling in major accounts.
Parlez-Vous Business helps sales people have smart business conversations with their customers. Top performers know how their solutions can impact their customers’ business initiatives and operations – being “business knowledge smart” is a necessity.
Getting Partnering Right explains, demystifies and makes sense of the revolution that is taking place in supplier-customer relationships. It details the best practices of dozens of market-leading companies that are getting partnering right.
Front-line sales managers are the pivotal job for developing and sustaining a superior sales force. Managing Major Sales shares proven best practices used by top performing front-line sales managers in major accounts.
Best of the Sales Training Connection
Medical Device Round-Up
Don’t Let Your Next Product Launch Fail
Many new products are doomed from the beginning because they are not launched successfully to the sales force. Get your FREE white paper - Don’t Let Your Next Product Launch Fail - sharing industry best practices to help B2B companies launch new products to market successfully.
Click here to get a copy of Don’t Let Your Next Product Launch Fail.
Getting Sales Strategy Right in Major Accounts
This FREE white paper highlights 15 best practices for formulating and executing sales strategy in major accounts to help companies drive revenue. Today a major account sales force not only must sell a competitive advantage, they must be a competitive advantage – and that requires the ability to think and act strategically.
Click here to get a copy of Getting Sales Strategy Right in Major Accounts.
The Changing Role of the Orthopaedic Sales Rep
ORTHOKNOW (March 2016) focused on the changing role of orthopedic sales reps in this issue – drawing on insights from six experts including Richard Ruff. Click here to read it.