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Sales Momentum Helps Companies Drive Revenue by Getting Major Account Sales Strategy Right
Date:7/24/2013

ion of competition – competitors include everyone competing for the same budget dollars – not just direct competitors.
  •     Make the business case – it’s unlikely a major account sale will be closed without making a strong business case to prove the business need to invest in the solution.
  • “Although there is a high variability across companies, the percentage of major account revenue can range anywhere from 30% to 50%. This means that major accounts have a disproportionate impact on the revenue of a company. So, getting major account sales strategy right matters,” says Dr. Janet Spirer, co-founder of Sales Momentum.

    The free white paper Getting Sales Strategy Right is available as a pdf file.

    Sales Momentum regularly publishes ebooks, white papers and blogs on major account selling, sales effectiveness, sales coaching, and sales training. A companion to this white paper is an ebook and smartphone app: Mastering Major Account Selling.

    About Sales Momentum: For more than 30 years Dr. Richard Ruff and Dr. Janet Spirer – the founders of Sales Momentum – have worked with the Fortune 1000 to design and develop sales training programs that make a difference. By working with companies – such as UPS, Smith & Nephew, Textron, the Center for Creative Leadership, and Robbins & Myers – they have learned that today’s standard for a great sales force significantly differs from yesterday’s picture. Janet and Richard co-authored Mastering Major Account Selling and Parlez-Vous Business. They also publish the sales blog - Sales Training Connection. Richard co-authored with N
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