"In most businesses, 80% of the revenue comes from 20% of the customers. Management of these key accounts demands discipline, direction, and purpose. Account managers and salespeople must be able to identify and capture key opportunities and use a systematic approach to growing the accounts. Here's where they'll find the powerful tools, processes, and techniques to succeed. Selling to Major Accounts is full of practical, proven approaches to account management. Loaded with examples, tables, charts, checklists, and real-life case studies from the author's vast consulting experience, it shows how to: * identify the major accounts with the greatest potential * progress from vendor to strategic ally * craft account plans that are geared for action * manage the customer relationship for greater results * develop winning account strategies."

Selling to Major Accounts: Tools, Techniques, and Practical Solutions for the Sales Manager

Business & Money

Bacon, Terry

Management & Leadership

AMACOM

"In an age where even the best products are quickly imitated, businesses must constantly find new ways to outpace competitors. Successful companies differentiate themselves not just with superior products, but also by how they behave toward their customers at every touchpoint: service, product development, marketing, branding, bids and proposals, presentations, negotiations, and more. Behavioral Differentiation is emerging as the ""final frontier"" in competitive strategy, and Winning Behavior shows how leading companies use it to exceed expectations and outperform competitors. This eye-opening book offers case histories and examples from companies like GE, Volvo, EMC, Ritz-Carlton, Wal-Mart, and Harley-Davidson, plus interviews with executives like George Zimmer (Men's Wearhouse), Colleen Barrett (Southwest Airlines), and Gerry Roche (Heidrick &amp; Struggles). In today’s ultracompetitive business landscape, product quality and competitive pricing are prerequisites for staying afloat. Winning Behavior reveals the secrets the best companies use -- and any business can use -- to stay at the pinnacle of success in their industry."

Winning Behavior: What the Smartest, Most Successful Companies Do Differently

Pugh, David

Biography & History

Drawing on twenty years of research on the most common positive and negative influencing techniques people use to get ahead, author Terry R. Bacon explains how influence works and how you can use it to lead effectively and reach any goal. In Elements of Influence, he teaches readers why people allow themselves to be influenced and why they resist; how to choose the right influencing approach in different situations; how to be influential without formal authority; and what it takes to achieve success in every kind of organization or professional role--even when working with those from other countries and cultures. We succeed when we’re able to influence how others think, feel, and act: getting them to accept our point of view, follow our lead, join our cause, feel our excitement, or buy our products and services. By shedding light on how the act of influencing impacts our daily lives--even when we don’t realize we (or others) are doing it--Elements of Influence offers the key to using this tool more consciously and effectively through adaptability, perceptiveness, and insight. Whether you’re a business leader, frontline employee, entrepreneur, or stay-at-home parent, this universal resource--filled with tips, exercises, and practical applications--shows how anyone can exert influence to achieve real results.

Elements of Influence: The Art of Getting Others to Follow Your Lead

Business Culture

How does a company constantly win more business than its rivals? A key factor is the ability to create proposals that outshine those from even the strongest competitors. Powerful Proposals helps businesses maximize the selling power of their proposals, with proven strategies for going beyond "this is what we do" documents in favor of customer-centered offers that highlight the tangible benefits your company offers. This powerful process offers tools and techniques that will let any firm: * assess their "winner or loser" proposal status and take proactive steps to become a winner * address the ""Big Four"" questions that a proposal must answer to be successful * create "A+" proposals in less time with less wasted effort via a simple, repeatable process * neutralize the issue of price when the firm is not the low-price provider Powerful Proposals takes readers step by step through designing executive summaries, writing themes, and generating the text. There is also valuable information on strategy, graphics, callouts, and other visual elements.

Powerful Proposals: How to Give Your Business the Winning Edge

revised edition SHIPLEY ASSOCIATES 1995 WRITING IN THE WORLD OF WORK

Style Guide

Freeman, Lawrence H.

Shipley Assoc

How does a company constantly win more business than its rivals A key factor is the ability to create proposals that outshine those from even the strongest competitors.&nbsp;Powerful Proposals&nbsp;helps businesses maximize the selling power of their proposals, with proven strategies for going beyond "this is what we do" documents in favor of customer-centered offers that highlight the tangible benefits your company offers. This powerful process offers tools and techniques that will let any firm: <ul> <li>assess their "winner or loser" proposal status and take proactive steps to become a winner</li> <li>address the ""Big Four"" questions that a proposal must answer to be successful</li> <li>create "A+" proposals in less time with less wasted effort via a simple, repeatable process</li> <li>neutralize the issue of price when the firm is not the low-price provider</li> </ul> Powerful Proposals&nbsp;takes readers step by step through designing executive summaries, writing themes, and generating the text. There is also valuable information on strategy, graphics, callouts, and other visual elements.

See the best price to sell, buy, or rent books by Bacon, Terry. BookScouter helps to compare book prices from 25+ online bookstores and 30+ buyback vendors with a single search.

Books by Bacon, Terry

See the best price to sell, buy, or rent books by Bacon, Terry. BookScouter helps to compare book prices from 25+ online bookstores and 30+ buyback vendors with a single search.

Selling to Major Accounts: Tools, Techniques, and Practical Solutions for the Sales Manager

Winning Behavior: What the Smartest, Most Successful Companies Do Differently

Elements of Influence: The Art of Getting Others to Follow Your Lead

Powerful Proposals: How to Give Your Business the Winning Edge

Style Guide

Powerful Proposals: How to Give Your Business the Winning Edge