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

Robert B. Miller (Author), Stephen E. Heiman (Author), Tad Tuleja (Author), Patrick Thomas (Contributor)

Book Description

Publication Date: April 20, 2005

For the Accounts You Can't Afford to Lose: The Strategies that Will Keep Your Customers Coming Back Whether your company has $50,000 or $5 million in sales, chances are that at least half of your revenue comes from a few crucial accounts. What does it take to keep them going strong? The authors of The New Strategic Selling and The New Conceptual Selling present a hard-hitting, no-nonsense book of techniques to improve your most important business relationships. Updated with recent examples of actual success stories, this new edition explores how online click speeds have resulted in highly sophisticated customers who expect all services to be done in "real time." Discover: * The Long View: Studying and really understanding your company-and your customer's business-can mean years of selling success * "Lamp" Strategies: Activate a Large Account Management Process strategy to turn your best customers into permanent "external assets" * Trends and Market Forces: Constantly identify and reappraise the conditions that can make your services more crucial than ever * Channels of Communication: The right contacts and communication lines will help you make key changes-before it's too late!

Editorial Reviews

Review

"Developed collaboratively with world-class sales forces, the Large Account Management Process provides an enduring framework for protecting and growing your most important customer relationships." - Damon Jones, COO, Miller Heiman, Inc. "The Large Account Management Process has implemented a discipline that allows people to work together and communicate, setting strategies and sales goals that benefit both our customers and our own company." - Joseph L Cash, senior vice president of sales, Equifax Corporation" --This text refers to an out of print or unavailable edition of this title.

About the Author

Robert B Miller brings almost 40 years' experience in sales, consulting and executive management to help clients succeed in the sales arena. Stephen E Heiman has worked in sales development for over 30 years. Latterly he was Miller Heiman's President, CEO and chairman. Tad Tuleja is Miller Heiman's staff writer. They are also the authors of the other Miller Heiman best sellers, The New Strategic Selling and The New Conceptual Selling. Miller Heiman is a global leader in sales training and its prestigious blue-chip client list is testimony to its success. --This text refers to an out of print or unavailable edition of this title.

Product Details

• Paperback: 272 pages
• Publisher: Business Plus; Rev Upd edition (April 20, 2005)
• Language: English
• ISBN-10: 0446694665
• ISBN-13: 978-0446694667
• Product Dimensions: 5.2 x 0.8 x 8 inches
• Shipping Weight: 8 ounces (View shipping rates and policies)
• Average Customer Review: 4.7 out of 5 stars  See all reviews (7 customer reviews)
• Amazon Best Sellers Rank: #104,637 in Books (See Top 100 in Books)

Customer Reviews

Most Helpful Customer Reviews

21 of 21 people found the following review helpful:

4.0 out of 5 stars Proven to be effective in real businesses, May 14, 1998

By A Customer

This review is from: Successful Large Account Management: How to Hold on to Your Most Important Customers - And Keep Them Going Strong - In Today's Marketplace (Paperback)

Answers the question "how should I be working with field sales."   Contains tables, worksheets, lists, and step-by-step approaches with examples.   The problem will be getting an entire sales and marketing team to adopt it. Even if they don't, after reading this book, you may find you relate to your sales force in a different, more productive manner. The only reservation I have about this book is that for the concept to be truly effective, an entire work team must complete the training described in the book. I know from personal experience that, when a work team completes the training, it works, and works well. The book, as well as it may be written, cannot substitute for the group training. If it did, I would rate it a 10+.

11 of 13 people found the following review helpful:

4.0 out of 5 stars Building Strategic Relationships, January 29, 2000

By 

Bonnie Brannigan (Dublin) - See all my reviews

This review is from: Successful Large Account Management: How to Hold on to Your Most Important Customers - And Keep Them Going Strong - In Today's Marketplace (Paperback)

In this age of consolidation, big companies keep getting bigger. For suppliers, losing any large account can be at least dramatic or at worst devastating. Large Account Management Process (LAMP) from Miller Heiman presents a logical, team friendly method of knowing how your company is positiioned in your large accounts, and what needs to be done to maintain or improve that position. Highly recommended.

7 of 8 people found the following review helpful:

5.0 out of 5 stars An eye-opener!!! It's an action-oriented book., May 5, 1998

By A Customer

This review is from: Successful Large Account Management: How to Hold on to Your Most Important Customers - And Keep Them Going Strong - In Today's Marketplace (Paperback)

LAMP helped me see how critical it is to take care of our large accounts. I realized that our survival as a company depends on them. Right now, we are taking the necessary action to apply the concepts that we have learned from the book.