Selling Big

Showcasing the Client Alignment® process, this book details steps for reorienting a company to expertly align plans and activities to the specific goals and objectives of large clients.The best business results are products of a company's successful utilization of a well-planned system. Developed over the course of 24 years of testing and refining, Selling Big: Growing Your Business within Large Companies details just such an approach to creating and growing business within large companies. The Client Alignment® process is a highly specific, entirely proven method for improving business development skills, an approach that is so clear and succinct anyone seeking to successfully develop business with large companies can benefit.The process is organized around the four stages of business development—lead generation, prospect generation, client generation, and loyal client generation—describing in detail the activities needed at each stage. Specifically, the book explains how to plan time effectively, run account teams, and find business opportunities, as well as how to align with the needs and desires of clients from all perspectives including sales, marketing, service, operations, and senior management. The bottom line? The difference between good and great starts right here.Illustrations explain the stages of business development and the activities necessary to create and grow business with large accountsProvides a bibliography

"Raquet, a business consultant and trainer, describes the ClientAlignment approach, an approach to creating and growing a business that sells to large companies. Insights are drawn from the author’s interviews with 50 top sales performers and 100 purchasing decision-makers from large corporations and organizations. The book details the activities at four stages of business development, from lead generation to loyal client generation, and explains how to plan time, run account teams, find business opportunities, and align the needs and desires of clients. The audience for the book includes anyone who runs their own company, sells for a living, manages or supports those who sell, or is in any type of business development. In particular, it will aid veterans of large-account selling who have had some success. A companion web site offers articles and exhibits." - Reference & Research Book News

Michael Raquet is the founder of ClientAlignment Inc., providing consulting, training, and coaching to companies looking to successfully develop their business by aligning with their clients.