The Mega Deal book
Many of the most successful B2B companies in the world have a high concentration of revenue coming from a few top accounts. Often less than 50 accounts represent 80% of the total revenue even though the entire customer base can consist of many thousand accounts. Often the biggest accounts have very extensive contracts and big amounts associated. Very often each top client of the biggest companies in the world can have individual revenues beyond one billion USD per year each. In the world of Mega Deals the literature is very weak. There is a long list of books about B2B complex selling but the difference between a 1 MUSD deal and a multi BUSD deal is substantial. The book is a mix of theories and models blended with interviews with 50 of the top Mega Deal sales people in the world. The book focuses especially on what is different between B2B complex selling and Mega Deal selling.