Summary of Mastering Your Key Accounts

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7 Overall

8 Applicability

5 Innovation

6 Style


Recommendation

Ambitious salespeople always want to increase their sales. They try to improve their skills, and work harder and more efficiently. But according to author and sales guru Stephan Schiffman, the best way to increase revenue is to sell more business to your key accounts. In this book, he shows you how to leverage your existing contacts at major accounts and identify new opportunities. Schiffman also walks you through his approach to selling, including identifying bona fide prospects, following a specific sales process and continually moving prospects toward the close. If you’re familiar with other Schiffman books, you can concentrate on the material that deals with key account management, without dwelling on information you’ve seen in his other books. But if you’re an inexperienced salesperson mining for new revenue, getAbstract suggests that you begin digging right here.

In this summary, you will learn

  • How to network within your key accounts to create opportunities and generate new business;
  • How to identify prospects and map their progression through the sales process; and
  • How to develop skills, strategies and techniques for moving a prospect toward the close.
 

About the Author

Stephan Schiffman is a sales training expert and the author of many bestselling books, including Cold Calling Techniques, The 25 Most Common Sales Mistakes and Ask Questions, Get Sales.

 

Summary

Let’s Come to Terms
When you’re a salesperson, key accounts are golden. Whether major corporations or small businesses, key accounts conduct ongoing business with you.

Understand the roles of the people you work with at your key accounts. For instance, your “primary contact...

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