Major Account Sales Strategies: Breaking the Six Figure Barrier in Consultive Selling

Rating:
Summary: A Good Step-by-Step Workbook
Review: If you are looking for a workbook on securing corporate deals and managing corporate accounts, this book takes you on a step-by-step journey on a case or two. In particular, the book is easy to read and the short-sharp contents are well organised for impatient people like me.

But the book could have a stronger emphasis on consultative selling to help consultants (or readers) to understand and manifest the value of "solution" sales i.e. what truly brings in deals beyond the "Six Figure" as suggested on the book's title...unless I interpreted the book's title wrongly.

Rating:
Summary: A Good Step-by-Step Workbook
Review: If you are looking for a workbook on securing corporate deals and managing corporate accounts, this book takes you on a step-by-step journey on a case or two. In particular, the book is easy to read and the short-sharp contents are well organised for impatient people like me.

But the book could have a stronger emphasis on consultative selling to help consultants (or readers) to understand and manifest the value of "solution" sales i.e. what truly brings in deals beyond the "Six Figure" as suggested on the book's title...unless I interpreted the book's title wrongly.