Selling Big
Growing Your Business within Large Companies
by Michael Raquet
April 2010, 197pp, 6 1/8x9 1/4
1 volume, Praeger

Hardcover: 978-0-313-38000-6
$75, £58, 66€, A103
eBook Available: 978-0-313-38001-3
Please contact your preferred eBook vendor for pricing.

Why don’t most sales people spend time in the right place? Because they avoid the hard stuff, doing what they have always done and what is urgent. The upshot is that, on average, a company’s sales staff devotes only 18 percent of its time to developing business. But selling to the big boys takes more than that. So what do you do to turn adequate business development into something more?

Showcasing the Client Alignment® process, this book details steps for reorienting a company to expertly align plans and activities to the specific goals and objectives of large clients.

The best business results are products of a company’s successful utilization of a well-planned system. Developed over the course of 24 years of testing and refining, Selling Big: Growing Your Business within Large Companies details just such an approach to creating and growing business within large companies. The Client Alignment® process is a highly specific, entirely proven method for improving business development skills, an approach that is so clear and succinct anyone seeking to successfully develop business with large companies can benefit.

The process is organized around the four stages of business development—lead generation, prospect generation, client generation, and loyal client generation—describing in detail the activities needed at each stage. Specifically, the book explains how to plan time effectively, run account teams, and find business opportunities, as well as how to align with the needs and desires of clients from all perspectives including sales, marketing, service, operations, and senior management. The bottom line? The difference between good and great starts right here.


  • Illustrations explain the stages of business development and the activities necessary to create and grow business with large accounts
  • Provides a bibliography
Michael Raquet is the founder of ClientAlignment Inc., providing consulting, training, and coaching to companies looking to successfully develop their business by aligning with their clients.


"Raquet, a business consultant and trainer, describes the ClientAlignment approach, an approach to creating and growing a business that sells to large companies. Insights are drawn from the author’s interviews with 50 top sales performers and 100 purchasing decision-makers from large corporations and organizations. The book details the activities at four stages of business development, from lead generation to loyal client generation, and explains how to plan time, run account teams, find business opportunities, and align the needs and desires of clients. The audience for the book includes anyone who runs their own company, sells for a living, manages or supports those who sell, or is in any type of business development. In particular, it will aid veterans of large-account selling who have had some success. A companion web site offers articles and exhibits."—Reference & Research Book News, August 1, 2010

“Mike Raquet’s approach to developing business in large accounts is unique and effective. He shows how to align all of your internal resources to develop business in large companies. It’s comprehensive and keeps the focus on easy-to-perform activities that anyone can understand and perform.” —Elise Roma, GM Northeast, FranklinCovey

“A truly great book . . . Raquet has created a must read for anyone involved in selling and then building loyal client relationships! This book is a tool box for success . . . The concepts are simple, concise and extremely actionable . . . The traits of successful account teams should be required reading for everyone who touches your clients!” —Chris Bailey, President & CEO, Bailey Brand Consulting

“This book is a must for anyone who is serious about sales. Taking the process from lead generation to close is important, but the way you do it is priceless.”—Steve Schiffman, Sales Training Coach,

Selling Big shows which large account sales activities are the most effective. This book is full of thought-provoking concepts to develop leads to clients and clients to loyal clients. Our large clients are critically important for our business success and this will be mandatory reading for everyone in our company.”—Jeff Forringer, President, IntrinsiQ LLC
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