The New Successful Large Account Management: Maintaining and Growing Your Most Important Assets -- Your Customers

This is a fantastic book, full of new ideas on how to help your customers succeed and thereby you hitting your annual revenue numbers. Couple this book with their "Conceptual Selling" and "Strategic Selling" and you will have an arsenal of knowledge to help you become the top sales person on your team.

This book truly helped me in my Executive Account Role. I used the ideas to organize my Account Team and focus us to concentrate on areas where we were weak and needed to shore up. It also helped me to see where I needed to build better relationships within my account. I highly recommend this book for anyone who owns an account that brings in a significant amount of revenue for your company.

This is a good business book. I bought several copies and gave them to my sales team. A lot of people think that closing receiving an order is the final stage of a sales relationship with a customer. This book helps sales people manage the account beyond just selling.

This book was first written in 1991 and then revised in 2005. Despite being long-in-the-tooth "The NEW Successful Large Account Management" book is remarkably fresh and current. Probably because so few sales leaders have changed anything from the 19th or 20th century. The same authors wrote "Strategic Selling" which remains a must read classic upon which all modern selling is based, including SPIN Selling by Neil.The Premise: "To achieve long-term profitable relationships with your key customers, you must make consistent, measurable contribution to their profitability and their relationships."The power of this book - and why I believe it is a must read for any B2B large account rep - isn't that such a premise is new. Every sales consultant, author or trainer, preaches that. Neil Rackham, luminary SPIN Selling author, wrote "Rethinking the Sales Force" a decade ago based on that premise. However building value remains rare - as opposed to bundled, or should I say cobbled together, offerings called solutions that only pad the margins of the seller. No, the power of this book is that it lays out a structure for key account selling that can be implemented by an organization but more importantly by the sales person. Some sales books are great - but only if management agrees to make the needed changes."The NEW Successful Large Account Management" and its selling process "LAMP" is a blueprint the shoe leather sales person can implement themselves. From account selection, to research, to a strategic and tactical methodology for gaining access and winning the business, "The NEW Successful Large Account Management" covers it all. This is one of books that should be on every B2B and key account reps bookshelf.

In today's world, growing relationships with customers and providing value at every touch point is key. This book provides healthy guidelines and concepts to maintain and continue growing your customers relationships.

Do you really know what your largest accounts are thinking? You may think you do. This is a great read to increase your sells.

Great book for pursuing large accounts! Love Amazon service!

This book is helpful and applicable to account management in both large and small-scale applications. There are better books out there, but you won't go wrong starting with this one. I found it easy to read through and entertaining. This book provides a thorough and well-informed analysis in maintaining and growing accounts.

Husband loves the book. He said that it was very accurate and helpful for new and experienced Sales professionals

No doubt its bible for key accounts manager. I like its case study and examples which is very practical for day today challenge in working life of managers.

La mayoría de los autores mencionan la teoría de cómo llevar a cabo un cambio o reestructura en nuestros métodos de ventas. Sin embargo, este libro te lleva de la mano, paso a paso, a realizar un cambio sustancial en la administración de las cuentas claves para la empresa.El libro llegó en excelente estado, muy bien empacado. El tiempo de entrega fue de 3 días, muy bueno para ser envíado desde USA y entregado en CDMX.

costretto a leggere questo liberculo trovo un poco imbarazzanti una serie di approssimazioni e di regole empiriche alla base di molti ragionamenti. Negli USA dicono che funzioni...chi sono io per dire qualcosa di diverso?

Muy bueno libro para manejo de cuentas grandes. Con referencias a clientes y situaciones reales