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MAJOR ACCOUNTS


Capture Large Accounts SELLING POWER EDITORS


To capture large accounts, sales experts recom- mend matching what your team does best to what your customers need most. It’s a strategy that has worked for many sales teams.


6 | SEPTEMBER/OCTOBER 2021 SELLING POWER © 2021 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


One sales consultant says, “Smaller deals are 90% sweat and 10% plan- ning, but large deals are 90% plan- ning and 10% sweat.” The consultant reasons that sales- people fail to land major accounts with reliable frequency because they fail to follow certain incontrovertible (yet flexible) rules. “With large deals, you must recreate the set of mile- stones that are the most effective


ENY SETIYOWATI / SHUTTERSTOCK.COM


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