In sales, a well-moneyed player could, if approached properly, become your company's biggest account. But how do you land the Big Account? Here are some time-honored tactics:

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General Ledger programs such as QuickBooks, Peachtree, and others provide multiple reports that reflect important information about a business's financial status. Two of the most important reports are the Balance Sheet and Income Statement.

The Balance Sheet reports a company's assets, liabilities, and stockholders' equity as of a specific date. The Income Statement reports Sales, Cost of Goods, Gross Profit, General Operating Expenses, and Misc. Income & Expenses covering a specific date range.

The focus in this article is based on the Income Statement. When viewing an Income Statement it is possible that what is being looked at may not be clear or fully understood. Additionally, an Income Statement does not provide in-depth insight into other important business performance measures.

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