The Little Book of Successful Major Account Sales

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.

Binding Type: Hardcover
Publisher: Walter McGhee
Published: 11/01/2025
ISBN: 9798349599903
Pages: 110
Weight: 0.58lbs
Size: 8.00h x 5.00w x 0.44d