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.
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More about Barbara Weaver Smith
What's the most powerful sales tool in your arsenal?
Who's your sales role model?
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?
Contact Barbara Weaver Smith
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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.
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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.)