Mastering Major Account Selling Book Reviews

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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!

A Must Read. This book was hugely insightful and informative. The information is presented in a clear concise manner making for an effortless and enjoyable read. The principles and concepts presented in this book are relevant in any field or profession. I highly recommend this book as a useful tool in any business.

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.

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

Sales Training Consultant. This book is designed for those sales professionals who want to move beyond transactional vendor/supplier type selling and focus on developing relationships that are built on business value. For the seasoned major account salesperson, it provides specific recommendations and refinements to up your game. I recommend this book to all who are looking for an edge in the competitive world of selling.

A must read for success at any level. Concise and to the point, this book is a must read for reps seeking to improve their performance at any level -- not just when hunting for big game. Filled with tips and techniques for separating yourself from the pack, it's a self-help book for those climbing to the top. As a technical marketing consultant to several Fortune 500 companies, I find myself referring back to these tried-and-true principles time and time again. Thanks Janet & Dick!

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