Playing Bigger Than You Are: How to Sell Big Accounts Even If You're David in a World of Goliaths

Name: Playing Bigger Than You Are: How to Sell Big Accounts Even If You're David in a World of Goliaths
Brand: Wiley
SKU: 9780470260357
Price: 2005.0 INR
Availability: InStock

by William T. Brooks

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ISBN13: 9780470260357
Binding: Hardcover
Subject: N/A
Publisher: Wiley
Publisher Imprint: Wiley
Publication Date: October 1, 2009
Pages: 228
Original Price: USD 27.95
Language: English
Edition: N/A
Item Weight: 422 grams
BISAC Subject(s): Sales & Selling / General

About The Book

From the Inside Flap
Building a business is a challenge in any market. But in today's constantly fluctuating corporate climate it's more essential than ever to be strategic about the way you court new clients.

William P. G. Brooks and William T. Brooks give you the tools to more effectively research, strategize, and reach out to the clients that will grow your business over both the short term and long term. From developing a solid, smart strategy for selling to the giants to managing day-to-day prospecting and client management concerns, this book will show you how to exceed your own expectations by winning--and keeping--the large clients that you thought were out of reach.

Filled with the Brookses' expert guidance and methodical approach, Playing Bigger Than You Are will help you:

Focus on client acquisitions that target lasting long-term growth, not just right-now income
Discover valuable sales opportunities at large corporations friendly to smaller businesses
Position yourself effectively with key decision-makers so you'll always have the "inside track"
Plan your sales presentations to larger prospects, manage expectations, and use the best possible strategies for winning their business.

Every business starts out as a small one. But with time-tested strategies, and real-world stories from the corporate trenches, Playing Bigger Than You Are will help you build a stronger, more robust prospecting and selling strategy--one that can stand and deliver to big companies--so that you'll benefit from their long-term business.

About The Author

William T. Brooks (1945 - 2007) was widely regarded as a leading authority on sales and sales management. He was the founder, CEO, and driving force behind The Brooks Group, growing the company over more than thirty years into an internationally recognized sales and sales management training and consulting firm.

William P. G. Brooks has worked with hundreds of companies across dozens of industries to help them improve their sales and sales management training initiatives. He is dedicated to carrying on his father's mission to help salespeople and their managers grow personally and professionally.

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