Selling to Big Business

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Key Account Acquisition: Selling Business Services

By Catherine McQuaid Posted in Start Your Hunt , , | No Comments »

Some of the best minds on the subject of winning major accounts consider these components rather than sales techniques: * get into the minds and hearts of senior executives * avoid being spotted as an amateur (for the record, amateur in French means “admiring of” or dilettante)   Jill Konrath and Paul Dunay have influenced my thinking and are my [...]

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Watching the Herd: Tracking a Major Account

By Catherine McQuaid Posted in How Big Game Hunting Works, Start Your Hunt , , | 1 Comment »

Winning a new key account is takes more than sales skills. In fact, taking a sales approach, which expects a yes/no outcome from every contact can hurt you if you’re going after major accounts

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Key Accounts: Do you Know YOUR Jungle?

By Catherine McQuaid Posted in How Big Game Hunting Works, Jungle Stories, Start Your Hunt , , | No Comments »

A couple of key accounts can be all it takes for a smaller business services firm to have predictable growth. At times of mass enthusiasm for a trend, pressure to follow the herd rather than rely on one’s own information and analysis is almost irresistible. Yet the best strategies break away from the trend. Some [...]

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Tracking Major Accounts: How Long is Too Long?

By Catherine McQuaid Posted in Jungle Stories , , , | No Comments »

Winning a major account is not for the faint of heart. Four years ago, on a client assignment, I initated contact with a senior executive of a firm ranked in the top 10 of their industry.. When this leader took a  position in another company, I was back in touch.  Still no business was won. Shouldn’t I have stopped tracking [...]

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