Major account sales strategy

What Hacker News says

1. iamsanteriMar 2023
   I absolutely recommend you read Neal Rackham’s SPIN selling, and Major Account Sales Strategy. Additionally, read the Mom Test by Fitzgerald if I remember correctly. These books literally walk you step by step of how to uncover problems and discuss them with your prospects, customers and people in general.
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2. user_agentJun 2020
   As someone who went thru 10+ years of corporate sales before becoming more technical, I can recommend a couple of books that are going to do the job for you - I built a career on the frameworks offered by them: - SPIN Selling, Neil Rackham [solution based selling is very important] - Major Account Sales Strategy, Neil Rackham [if you're going to work with Fortune 500] - Rain Making: Attract New Clients No Matter What Your Field, Ford Harding [that's a classic, but it's a little bit not in line with selling tech, although still worth reading, especially for biz dev]

   There hasn't been ANYTHING new in selling for at least 30-40 years with an exception of the social selling trend, but that can be mastered rather fast over the net.

   Yes, it's really that simple. Learn, apply, pivot. Repeat. You'd be surprised how many account / biz dev managers never had a chance to read. Therefore they speculate about "intuition" and "talent", which are obviously BS. Master the process and you'll shine (and your head is going to forever free from thinking endlessly if you could have done something better). I wish you luck.

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3. thucydidesMay 2019
   For those subjects, Major Account Sales Strategy by Rackham is good.

   Another Rackham book, SPIN Selling, is also a classic.

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4. rdlDec 2013
   Basically there are two kinds of sales: high value/reasoned/important/logical sales, and impulse/low value/time limited/etc. sales.

   You address fundamental objections when dealing with a "real" client, and any attempts at deflection or subterfuge will be net-harmful. The only "trick" is knowing about internal champions and the customer's multi-person purchasing process (when the user isn't the buyer and/or doesn't have ultimate purchase authority in a single person).

   For random impulse shit, you can trick people. Used car dealers define the upper bound of bullshit for deal size. Generally few substantial purchasing decisions by educated (i.e. business or professional) buyers happen like that, but if you're selling a product on late night tv, you can minimize and bypass objections through trickery, "sell the sizzle", etc.

   Neil Rackham's SPIN Selling and Major Account Sales Strategy are the best books I've ever found on sales.

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5. rdlDec 2011
   Read SPIN Selling by Neil Rackham instead of this (crappy) article, if you're selling "major sales".

   http://www.amazon.com/Major-Account-Sales-Strategy-Rackham/d... is good, but SPIN Selling itself is a better intro.

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6. maineventMay 2013
   Looking for recommended reading specifically on B2B selling.

   Am considering "SPIN Selling" and "Major Account Sales Strategy" by Neil Rackham although I'm wondering whether the advice may be out of date as they're quite dated

   Also "The Challenger Sale" by Matthew Dixon & Brent Adamson.

   Any other recommendations or thoughts on the above books appreciated.

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