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The Little Book of Successful Major Account Sales
Hardcover
Publisher Price: $38.95
Publisher: Walter McGhee
Published: Nov 1 2025
Pages: 110
Weight: 0.58
Height: 0.44 Width: 5.00 Depth: 8.00
Language: English
In The Little Book of Successful Major Account Sales, Walt McGhee shares the lessons and strategies he honed during his successful 40-year career in institutional sales. Drawing on real-world experience, he explores the entire spectrum of the major account sales process-from territory planning and client meetings to RFIs/RFPs, client on-sites, travel, conferences, entertaining, internal sales meetings, organizational dynamics, and professional growth. The book emphasizes four principles that consistently drive success: Discipline, Sincerity, Process, and Fit. Both inexperienced and seasoned sales professionals will find valuable insights to sharpen their skills and improve their results.
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