Accelerate Podcast with Andy Paul
March 29, 2016

On Accelerate! Now: Episode 122 with Barbara Smith. The Keys to Hunting and Landing The Big Whales (i.e. major accounts.)

Barbara Weaver Smith, is the Founder and CEO of The Whale Hunters, a company that provides training, consulting, and coaching on unique processes for explosive growth through large account sales. She is also the co-author of the classic, best-selling book Whale Hunting: How to Land Big Sales and Transform Your Company  In today’s episode, Barbara and I discuss the keys to winning orders from major account customers, otherwise known as “whales,” that will accelerate the growth of your sales. Among the topics we talk about in this fascinating conversation are:

  • How do you find the “whale” that is 20X bigger than your current sales opportunities?
  • What are the keys to identifying the right person to speak with at a whale?
  • What are some of the common fears that whales have about smaller vendors?
  • How you can land the major account orders that will completely transform your company.

Don't Miss Out!

My practical and actionable strategies to help you sell more.

Actionable insights from the experts on my top-rated podcast, Accelerate!

It's all in my weekly summary of what you need to know now:

The Weekly Sales Fix.

Delivered just for you.

(And...for the thousands who already subscribe. Join them!)

We'll keep your information private. And you can unsubscribe at any time. Powered by ConvertKit
SHARE THIS:
Share on FacebookTweet about this on TwitterShare on LinkedInShare on Google+Email this to someone

Click to tweet: How to Spot and Hunt The Big Whale. Join @bweaversmith now on #Accelerate! http://bit.ly/1RmyFQB

Subscribe to Accelerate on iTunes Subscribe to Accelerate on Stitcher Subscribe to the Weekly Sales Fix

More about Barbara Weaver Smith

What's the most powerful sales tool in your arsenal?
Avention

Who's your sales role model?
Jill Conrad

What's the one book that every sales person should read?
How To Swim With The Sharks by Harvey Mackay.

What's the first sales activity you do every day?
Reads email

Contact Barbara Weaver Smith

Contact Barbara:

http://thewhalehunters.com/

https://www.linkedin.com/in/barbaraweaversmith

Sponsors

ConnectAndSell:

Companies using ConnectAndSell grow their revenue faster by enabling their sales reps to have more sales conversations in 90 minutes than they normally have in a week. Click on this link to get started at ConnectAndSell.com.

LiveHive:

LiveHive is a unified Sales Acceleration Platform that delivers buyer-side analytics to empower sales teams with intelligent prospect outreach and sales managers with better visibility into team behavior, processes, and deals. To Learn More Click Here.

Free Resources

Free chapter from Amp Up Your Sales: Powerful Strategies That Move Customers to Make Fast, Favorable Decisions. Ranked as one the Top 20 most-highly rated sales books of all time by Amazon.

Free chapters from Zero-Time Selling, 10 Essential Steps to Accelerate Every Company’s Sales. Awarded one of Top 3 Sales & Marketing books of 2011 by Top Sales World.

About Andy

Andy is the host of the top-rated 6-day per week podcast, Accelerate!, the go-to resource for the best sales advice online. He is the author of Amp Up Your Sales: Powerful Strategies That Move Customers To Make Fast, Favorable Decisions. Amp Up Your Sales is on HubSpot's list of the 20 Top Rated Sales Books of All Time. He is also the author of Zero-Time Selling: 10 Essential Steps to Accelerate Every Company’s Sales (which won Top Sales World's award as one of the Top 3 Sales & Marketing books of 2011.)

No Comments Yet

You can be the first to comment!

Leave a Reply