A01=Michael Raquet
Account Planning
Account Team Meetings
Appointment-Making
Author_Michael Raquet
Category=KJS
Classifying Leads
Client Generation
Effective Lead Follow-Up
Effective Presentations
Effective Questioning/Interviewing Skills
eq_bestseller
eq_business-finance-law
eq_isMigrated=1
eq_nobargain
eq_non-fiction
Gaining Referrals
Handling Client Service Problems
Keeping Contacts Warm
Lead Generation
Product details
- ISBN 9780313380006
- Weight: 482g
- Dimensions: 156 x 235mm
- Publication Date: 09 Apr 2010
- Publisher: Bloomsbury Publishing Plc
- Publication City/Country: US
- Product Form: Hardback
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Showcasing the Client Alignment® process, this book details steps for reorienting a company to expertly align plans and activities to the specific goals and objectives of large clients.
The best business results are products of a company's successful utilization of a well-planned system. Developed over the course of 24 years of testing and refining, Selling Big: Growing Your Business within Large Companies details just such an approach to creating and growing business within large companies. The Client Alignment® process is a highly specific, entirely proven method for improving business development skills, an approach that is so clear and succinct anyone seeking to successfully develop business with large companies can benefit.
The process is organized around the four stages of business development—lead generation, prospect generation, client generation, and loyal client generation—describing in detail the activities needed at each stage. Specifically, the book explains how to plan time effectively, run account teams, and find business opportunities, as well as how to align with the needs and desires of clients from all perspectives including sales, marketing, service, operations, and senior management. The bottom line? The difference between good and great starts right here.
Michael Raquet is the founder of ClientAlignment Inc., providing consulting, training, and coaching to companies looking to successfully develop their business by aligning with their clients.
