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Neil Rackham
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Major Account Sales Strategy Hardcover – 30 January 1989

by Neil Rackham (Author)
4.6 out of 5 stars 208 ratings
Edition: 1st
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Offers various strategies and tactics for the entire major account sales cycle. This book helps you tailor your selling strategy to match each step in the client's decision-making process. It also helps enable you to handle negotiations, concessions on price, and term agreements skillfully and effectively.
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  1. ISBN-10
    9780070511149
  2. ISBN-13
    978-0070511149
  3. Edition
    1st
  4. Publisher
    McGraw Hill
  5. Publication date
    30 January 1989
  6. Part of series
    MARKETING/SALES/ADV & PROMO
  7. Language
    English
  8. Dimensions
    15.75 x 2.03 x 23.37 cm
  9. Print length
    240 pages
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About the Author

McGraw-Hill authors represent the leading experts in their fields and are dedicated to improving the lives, careers, and interests of readers worldwide

Product details

  • ASIN ‏ : ‎ 0070511144
  • Publisher ‏ : ‎ McGraw Hill; 1st edition (30 January 1989)
  • Language ‏ : ‎ English
  • Hardcover ‏ : ‎ 240 pages
  • ISBN-10 ‏ : ‎ 9780070511149
  • ISBN-13 ‏ : ‎ 978-0070511149
  • Dimensions ‏ : ‎ 15.75 x 2.03 x 23.37 cm
  • Customer Reviews:
    4.6 out of 5 stars 208 ratings

About the author

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Neil Rackham

Neil Rackham

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Neil Rackham is founder and former president of Huthwaite, Inc. Huthwaite researches, consults, and provides seminars for over 200 leading sales organizations around the world, including Xerox, IBM, and Citicorp. His academic background is in research psychology. It was at the University of Sheffield, England, that he began his research into sales effectiveness that resulted in SPIN. Mr. Rackham is the author of more than 50 articles and several books.

Photo by Webstrategies (Own work) [CC BY-SA 4.0 (http://creativecommons.org/licenses/by-sa/4.0)], via Wikimedia Commons.

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4.6 out of 5 stars
208 global ratings

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Top reviews from Australia

  • Deepak Nair Om
    5.0 out of 5 stars Truly an eye opener
    Reviewed in Australia on 6 October 2024
    Must read for Sales people
    Helpful
     Report

Top reviews from other countries

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  • D. HARDING
    5.0 out of 5 stars One of the top 3 Sales Books Ever
    Reviewed in the United Kingdom on 20 September 2020
    Verified Purchase
    The others are SPIN Selling and Miller Heimann Strategic Selling. I am certain that, like the other 2, I will be using this as a reference book throughout my career.

    I guess that the only qualification is that the focus is high value B to B sales.
    Report
  • Rafael
    5.0 out of 5 stars Life saver
    Reviewed in Germany on 16 February 2022
    Verified Purchase
    Life saver, best sales book ever. Highly recommend to enterprise SaaS start-ups that struggle to sell and achieve PMF. Rock on!
    Report
  • Tanveer Afzal
    5.0 out of 5 stars Thank You Neil Rackham
    Reviewed in Canada on 24 July 2022
    Verified Purchase
    Can't wait to implement the lessons on my next prospects and customers follow-ups.
    One of the most insightful readings to have come across so far.
    Report
  • Joanna D.
    5.0 out of 5 stars The pitfalls await the uninformed sales person; read this!
    Reviewed in the United States on 6 October 2004
    Verified Purchase
    What are the focus of receptivity, the focus of dissatisfaction, and the focus of power? If you don't know, a set of nasty surprises awaits you as a sales person. As you seek entry into accounts to which you are expected to sell, you will find it's a cold, cold world out there, more than ever. Entering a new account and successfully turning it around can take forever--or a shorter time if you work smarter, not harder.

    Neil Rackham's book deals head-on with the issues of breaking into and selling to accounts that are "negative"--that is to say, buying from your competitor. But you can find the chinks to work your way in and find mutual benefits. Chances are, there is dissatisfaction in some area--with a competitor, with a technology, with a situation. The knowledgeable sales person can find the dissatisfied parties and influence them to take action. The result--sales for you and an improved situation for them.

    I found the book particularly good at identifying stages of the sale, in ways different from the traditional Xerox-style selling. For example, the stages are broken down into an implementation-resolution cycle, where, after needs are recognized, option are evaluated, concerns are met (objections, in old-speak) and finally a decision is made. You, as the salesperson, are shepherding the process with the decision makers and influencers through this cycle. So it pays to know where you are sitting in each stage of the cycle in order to present the right information to your client.

    This book is not hard to understand, and is well-organized. If ound it interesting and valuable reading, and think it belongs on any the major account manager's bookshelf.
    Report
  • Héctor O.
    5.0 out of 5 stars Excelente
    Reviewed in Mexico on 12 April 2021
    Verified Purchase
    Altamente recomendable.
    Report