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?
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.
