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Selling Big: Growing Your Business within Large Companies

ISBN-13: 978-0313380006
ISBN-10: 0313380007
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Editorial Reviews

Review

"Raquet, a business consultant and trainer, describes the ClientAlignment approach, an approach to creating and growing a business that sells to large companies. Insights are drawn from the author's interviews with 50 top sales performers and 100 purchasing decision-makers from large corporations and organizations. The book details the activities at four stages of business development, from lead generation to loyal client generation, and explains how to plan time, run account teams, find business opportunities, and align the needs and desires of clients. The audience for the book includes anyone who runs their own company, sells for a living, manages or supports those who sell, or is in any type of business development. In particular, it will aid veterans of large-account selling who have had some success. A companion web site offers articles and exhibits." - Reference & Research Book News

Review

"Mike Raquet's approach to developing business in large accounts is unique and effective. He shows how to align all of your internal resources to develop business in large companies. It's comprehensive and keeps the focus on easy-to-perform activities that anyone can understand and perform." (Elise Roma, GM Northeast, FranklinCovey)

"A truly great book . . . Raquet has created a must read for anyone involved in selling and then building loyal client relationships! This book is a tool box for success . . . The concepts are simple, concise and extremely actionable . . . The traits of successful account teams should be required reading for everyone who touches your clients!" (Chris Bailey, President & CEO, Bailey Brand Consulting)

"This book is a must for anyone who is serious about sales. Taking the process from lead generation to close is important, but the way you do it is priceless." (Steve Schiffman, Sales Training Coach, SteveSchiffman.com)

"Selling Big shows which large account sales activities are the most effective. This book is full of thought-provoking concepts to develop leads to clients and clients to loyal clients. Our large clients are critically important for our business success and this will be mandatory reading for everyone in our company." (Jeff Forringer, President, IntrinsiQ LLC)
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More About the Author

Mike Raquet, president of Client Alignment Inc, is recognized worldwide as a consultant, speaker, and expert in business development sales, and marketing. His broad experience includes over 25 years as a senior executive at Dun & Bradstreet, IMS Health, and PRA International. He has consulted with thousands of clients of all sizes. These experiences provided the background to develop ClientAlignment, the system to "gain more good clients".


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