National Sales Center

Major Account Decisions Are Controlled By The CFO

We all know that when selling to major accounts, we must contact executive row.  Too often, major account reps position themselves with the CEO but overlook another “C” level executive that is sure to be part of the decision process. Read the rest of this entry »

Tags: selling to major accounts

Developing Major Account Sales Plans

Too many Major Account Sales Plans read like a Wall Street Research Report. While some of that account intelligence is important, I prefer to work with simple major account sales plans that focus on how to efficiently and effectively close the business. Read the rest of this entry »

Tags: developing a major account sales plan, major account plans, major account sales plan, major account sales strategies, major account strategy, selling to major accounts, write a major account sales plan