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	<title>National Sales Center &#187; selling to major accounts</title>
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		<title>Understanding Major Account Sales</title>
		<link>http://www.nationalsalescenter.com/2009/05/understanding-major-account-sales/</link>
		<comments>http://www.nationalsalescenter.com/2009/05/understanding-major-account-sales/#comments</comments>
		<pubDate>Wed, 06 May 2009 15:38:10 +0000</pubDate>
		<dc:creator>Nick</dc:creator>
				<category><![CDATA[Sales Training To Improve Sales Results]]></category>
		<category><![CDATA[Uncategorized]]></category>
		<category><![CDATA[selling to major accounts]]></category>

		<guid isPermaLink="false">http://www.nationalsalescenter.com/?p=4862</guid>
		<description><![CDATA[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 &#8220;C&#8221; level executive that is sure to be part of the decision process. 
Never underestimate the importance of the CFO because [...]]]></description>
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		<title>Major Account Sales Strategies &#8211; Part II</title>
		<link>http://www.nationalsalescenter.com/2008/12/major-account-sales-strategies-part-ii/</link>
		<comments>http://www.nationalsalescenter.com/2008/12/major-account-sales-strategies-part-ii/#comments</comments>
		<pubDate>Mon, 08 Dec 2008 20:13:16 +0000</pubDate>
		<dc:creator>Nick</dc:creator>
				<category><![CDATA[Corporate Sales Training]]></category>
		<category><![CDATA[developing a major account sales plan]]></category>
		<category><![CDATA[major account plans]]></category>
		<category><![CDATA[major account sales plan]]></category>
		<category><![CDATA[major account sales strategies]]></category>
		<category><![CDATA[major account strategy]]></category>
		<category><![CDATA[selling to major accounts]]></category>
		<category><![CDATA[write a major account sales plan]]></category>

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		<description><![CDATA[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.
Developing a major account sales strategy starts with developing a [...]]]></description>
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