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 R.

Management & Leadership

Amacom Books

"The Elements of Power does an exceptional job of explaining the critical sources of power in any type of organization, how to build power, and how easy it is to diminish power once it is established. Through tangible examples, this book provides ways to better identify and understand how to fundamentally strengthen one's organizational impact at all levels." --- Vicki Rawlinson, Global Head HR Oncology, Novartis Pharmaceuticals Corporation "Terry Bacon breaks down the sources of power and influence at a very granular level, allowing readers greater insight into both sides of the `Midas Touch'---use and abuse."--- Rahm Sitaraman, EAG Franchise Leadership Development Director, Coca-Cola "If you've ever wished that someone would pull back the curtain so you could learn from the use (or abuse) of power by the likes of Bill Gates, Barack Obama, Eliot Spitzer, Indra Nooyi, Rahm Emanuel, Warren Buffett, and Jeff Bezos, your wish has been granted. The Elements of Power neatly dissects the art and science of influence and leadership as practiced by leaders from every part of the globe."--- Tom Connellan, bestselling author of Inside the Magic Kingdom "Terry Bacon brings his deep knowledge and a wonderful, wide-ranging sense of curiosity to breaking down this abstract concept---power---into easily understood parts. All readers, but especially business executives, will come away with an invaluable understanding of what power cells are inside their personal battery packs and how to keep them fully charged."--- Gary Burnison, CEO, Korn/Ferry International Power is the fuel that drives your ability to influence and lead. Throughout history, those skilled at wielding personal and organizational power have been able to lead and motivate others, change minds, shape and create movements, influence social trends, and harness others' energies. In the business world, the most powerful leaders drive new initiatives, build high-performing teams, and guide their organizations toward the successful accomplishment of their missions. In fact, if you want to make a difference in any realm of life, you must have power---and the more powerful you are, the more influential you will be. But "power" isn't simply a matter of authority or position. Some managers fail to influence others effectively despite their leadership positions...while others who may have little official status seem to lead and inspire those around them effortlessly, and continually accomplish great things. What sources of power enable them to do this? And how can you build and use your own sources of power? Based on groundbreaking research, The Elements of Power reveals where power comes from, how it works, and how you can tap into it to achieve your own personal and professional goals, with people of any age and in any part of the world. You'll learn the difference between compliance and commitment, the foundations of agreement, and the different sources of power, including: Your ability to access, organize, interpret, and disseminate information The power of rhetoric and personal expressiveness Your use of personal history, relationship, and trust Interpersonal attractiveness and bonding based on your chemistry with others how others perceive your character, depending on how you exemplify standards of behavior for your group your organizational role and status, and your command over resources whom you "know" within your network how others judge your reputation With revealing case stories, insightful examples, and practical tips and techniques you can use immediately to increase your own personal sources of power, this indispensable book will open your eyes to the myriad possibilities that already lie within your sphere of influence. Filled with dynamic strategies for leading and influencing all those around you, The Elements of Power is the guidebook you can bank on for leadership success.

The Elements of Power: Lessons on Leadership and Influence

Counsels readers on how to develop influential skills, explaining how to become more adaptable and insightful according to specific needs while outlining practical approaches for a variety of situations.

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

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 G.

Marketing & Sales

In their book Winning Behavior, Terry Bacon and David Pugh showed how great companies outperform good ones through "behavioral differentiation" -- going beyond superior products and dependable service to connect with customers at every touchpoint. The Behavioral Advantage broadens the concept, applying behavioral differentiation to the business-to-business arena.The best B2B companies depend on a multifront approach to business interaction, and The Behavioral Advantage reveals the secrets behind what is essentially a chess game with competitors. To win the game, companies must develop a carefully plotted opening game, with all internal values, policies, practices, and behaviors fully aligned. A smart and efficient middle game lets the company build and strengthen its position, and the endgame assures victory and lays the groundwork for future business.Just as individual customers do, B2B customers remember those companies whose behavior consistently and significantly outshines even strong competitors. These firms create a lasting advantage -- and reap the profits that come with it.

Behavioral Advantage, The: What the Smartest, Most Successful Companies Do Differently to Win in the B2B Arena

Biography & History

Adaptive Coaching offers a research-based approach to creating learning opportunities that will close the gap between expectations and results. Authors Bacon and Voss draw from over 2,000 case studies of Fortune 500 employees to show how people prefer to be coached, and offer the key tools and techniques required to identify each client’s true needs.

Adaptive Coaching: The Art and Practice of a Client-Centered Approach to Performance Improvement

Spear, Karen I.

Job Hunting & Careers

Nicholas Brealey America

What People Want, for the first time, addresses the changing demographics and differences in the workplace to highlight what matters most in employee-manager relationships. Based on first-of-its-kind research that assessed the needs of hundreds of professionals across a variety of industries, Terry Bacon explores in-depth the seven most important needs-for trust, challenge, self-worth, competence, appreciation, excitement, and an ability to develop and sustain an identity of merit.

What People Want: A Manager's Guide to Building Relationships That Work

UNKNO

Style Guide for Oil and Gas Professionals

Reference

Freeman, Lawrence H.

Words, Language & Grammar

Shipley Assoc

Bacon, Terry R., Freeman, Lawrence H., Jenson, Sidney L.

Technical Writing

Jenson, Sidney L.

Leadership Through Influence

Crafts, Hobbies & Home

Home Improvement & Design

Intl Learning Works

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Books by Bacon, Terry R.