Major Account Sales Strategy (PB)

The others are SPIN Selling and Miller Heimann Strategic Selling. I am certain that, like the other 2, I will be using this as a reference book throughout my career.I guess that the only qualification is that the focus is high value B to B sales.

Neil Rackham is probably my favourite sales author. This book and SPIN selling are the best

This is a standard read for anyone interested in selling properly. It is quite old now but not yet irrelevant. If you've read his earlier book 'SPIN Selling' then there is a fair bit of overlap but it helps the principles to sink in. My copy was second hand but in great condition.

I have been selling for 10 years now, and this is a good little reminder of the basics and how to not unnecessarily over-complicate what is a relatively simple concept. Good value too

Neil Rackham brings a refreshingly common sense appraoch to the tough job of building major account sales. This is based on years of research of successful relationships. His chapter on negotiation is the best advice I have found on the subject. The book does not offer quick fixes or recommend cheap 'closes' but realistically portrays the persistent grind of creating and sustaining a strong account.

I can't help but feel that this book may be a bit out-of-date now with all the technology we have at our fingertips. However, there are still some good foundations revealed in this book that may be helpful.

Can't wait to implement the lessons on my next prospects and customers follow-ups.One of the most insightful readings to have come across so far.

Altamente recomendable.

Life saver, best sales book ever. Highly recommend to enterprise SaaS start-ups that struggle to sell and achieve PMF. Rock on!

Neil Rackham is somewhat of a legend in the Pro Sales community.He not only pioneered many of the techniques that transformed business sales from 'selling' to 'solving'...but, has continued to update his books, to keep up with current buying criteria and issues.As such, I highly recommend this book to any Sales Pro, wanting to up their game. Its all viable, its all 'real', and if properly applied, it will help you sell more, and come away with more referenceable clients.

lo mejor son los ejemplos que te ponen, al día lo sigo consultado por dudas.