The first book on managing major sales from the bestselling author of SPIN® Selling.

An Arsenal of Shrewd Tactics and Winning Strategies to Make You a Major Account Sales Success Knowing how to get to the decision maker, deal with the competitio

Boost sales results by zeroing in on the metrics that matter most “Sales may be an art, but sales management is a science. Cracking the Sales Management Code

True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product

The first year of developing a new sales territory is a daunting task—especially in dog-eat-dog industries. The traditional advice is to train quickly on prod