Joining me on this episode of Accelerate! is my guest Marcy Campbell, Senior Vice President, Worldwide Sales & Business Development at Qubole. Qubole simplifies provisioning, management, and scaling of big data analytics workloads. Among the many topics that Marcy and I discuss are Marcy’s unique sales background, the challenges of selling a disruptive product in a competitive environment, the qualifications needed for complex tech sales, and reasons why there aren’t more women in tech sales today.
Joining me on this episode of Accelerate! is my guest Marylou Tyler. Marylou is the Founder and CEO of Strategic Pipeline, and coauthor of the classic sales book, Predictable Revenue, which she co-wrote with Aaron Ross. She is also the co-author of a brand new book, Predictable Prospecting: How to Radically Increase Your B2B Pipeline. Among the many topics that Marylou and I discuss are Marylou’s journey from engineer to revenue expert, developing your Ideal Prospect Persona, the Disqualification Engine, and her new methodology you can use to predictably reach new prospects.
Joining me on this episode of Accelerate! is Rod Sloane, The Cold Email Coach, a sales expert, host on the Sales & Marketing Alignment channel on BrightTALK, and manager of the Sales & Marketing Alignment Group on LinkedIn. Among the many topics that Rod and I discuss are why he believes cold emailing is a more effective prospecting method than cold calling, how to use cold emailing to build a larger pipeline of qualified opportunities, how to construct a broader engagement strategy within a major account and why text-based cold email will work better than HTML email.
I’m happy to have Barbara Weaver Smith join me again on the program. She is co-author of the best-selling book Whale Hunting, founder and CEO of The Whale Hunters, and now author of the new book, Whale Hunting With Global Accounts: Four Critical Sales Strategies to Win Customers. Join us as Barbara and I discuss how companies of all sizes can compete for and win orders with global companies.
I couldn’t be more excited to talk to my guest on this episode, Jeffrey Gitomer, one of my all time favorite sales experts. Jeffrey has written 13 books on the science of personal development and sales, including the all time best selling sales book, The Little Red Book of Selling: 12.5 Principles of Sales Greatness. Join us now as Jeffrey and I talk about a range of topics on sales, including social selling, smarter alternatives to cold calling prospects, what the value proposition is really about, what it means to be a true value provider, why close rates are so low, how to train consistency, and sales people placing blame rather than taking responsibility.
Since it’s launch on Oct 5, 2015, you’ve helped Accelerate! become the go-to resource for insightful, educational, motivational and entertaining interviews with world-class experts on a range of subjects that all contribute to helping you accelerate the growth of your sales and your business.
I’m marking this milestone by highlighting the most popular shows from my first 200 episodes on Accelerate!
Today I’m featuring the top 5 most popular interviews I’ve conducted on the topic of Major Account Selling & Account-based Selling (as measured by the number of times each episode was downloaded or streamed by members of my audience.)
Listen to the world-class experts on these episodes and I guarantee that you’ll learn something new to help you become a more productive major account sales pro.
The episodes are listed below in order of popularity.
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#1. The Fundamentals of Account Based Selling in Today’s Market. With Richard Ruff
Richard Ruff is a top sales trainer and leading expert on major account selling. He is the author of Mastering Major Account Selling and the co-author, with Neil Rackham of the book Managing Major Sales. In this episode we tackle the importance of integrating Account Based Selling into your sales process.
CLICK HERE to listen to this episode now!
#2: The Keys to Hunting and Landing The Big Whales (i.e. major accounts.) With Barbara Weaver Smith
Barbara Weaver Smith, is the Founder and CEO of The Whale Hunters. She is also the co-author of the classic, best-selling book Whale Hunting: How to Land Big Sales and Transform Your Company. In this show, 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.
#3: Small Business Needs to Shift Their Mindset to Compete For Bigger Deals. With Tom Searcy
Tom Searcy is the author of the book, Life After the Death of Selling: How to Thrive in the New Era of Sales. He is also co-author of the book, Whale Hunting: How to Land the Big Sales and Transform Your Company. In this episode, Tom and I discuss how small businesses have to change how they think and act to compete with larger companies for bigger deals.
#4: How To Change From A Reactive Seller into a Strategic Seller. With David Brock
In this episode, David Brock, founder and CEO of Partners in Excellence, discusses how modern sales reps need to transform from being a reactive, tactical seller into a proactive, strategic seller that possesses the insights and expertise to inspire customers to make a change.
CLICK HERE to listen to this episode now!
#5: Close More Big Deals with Dealstorming. With Tim Sanders
Tim Sanders, is the author of four books, including the New York Times bestseller Love Is the Killer App: How to Win Business & Influence Friends and his new book: Dealstorming: The Secret Weapon That Can Solve Your Toughest Sales Challenges. For the past decade Tim has been consulting with B2B companies on how to improve their ability to get unstuck due to the Dealstorming process he created. In this episode, Tim and I discuss how you can use Dealstorming to help you close orders with important accounts.
If you’ve missed any of my previous episodes of Accelerate!, CLICK HERE to view a list of my entire catalog of more than 200 interviews with leading sales experts and thought-leaders.
Ron Karr is the founder of Karr Associates, Inc., a leading sales speaker, consultant and author of several books, including the bestselling Lead, Sell, Or Get Out of the Way: The 7 Traits of Great Sellers. On this episode, Ron joins me to detail the 7 traits shared by great sellers, how to grow a high performance sales culture and how to increase your influence through significance. Ron also talks about “mastermind” groups, how they work and how you can benefit from membership in one.
Bill Stinnett is the President and Founder of Sales Excellence International, a global training and consulting organization and the author of Selling Results!: The Innovative System for Maximizing Sales by Helping Your Customers Achieve Their Business Goals. On this episode, Bill and I discuss how to effectively sell to CEOs and major accounts. Among the topics we discuss are Bill’s strategies for breaking through the noise and capturing the attention of CEOs and how to conduct an effective discovery call with C-level execs. Be sure to listen now!
The Best of Accelerate! The Keys to Hunting and Landing The Big Whales (i.e. major accounts.) With Barbara Weaver Smith.
This is one of my favorite episodes on major account selling. My guest, Barbara Weaver Smith, is the Founder and CEO of The Whale Hunters, and the co-author of the classic, best-selling book Whale Hunting: How to Land Big Sales and Transform Your Company In this episode, Barbara and I discussed the keys to winning orders from major accounts, otherwise known as “whales,” that will accelerate the growth of your sales. Among the topics we talked 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.
When you finish listening to Barbara crush here it with her key insights into major accounts sales success, then head over to Amazon.com and order her new book: Whale Hunting with Global Accounts: Four Critical Sales Strategies to Win Global Customers.
Tim Sanders, is the author of four books, including the New York Times bestseller Love Is the Killer App: How to Win Business & Influence Friends and his new book: Dealstorming: The Secret Weapon That Can Solve Your Toughest Sales Challenges. For the past decade Tim has been consulting with B2B companies on how to improve their ability to get unstuck due to the Dealstorming process he created. In today’s episode, Tim and I discuss how you can use Dealstorming to help you close orders with important accounts.
- What is Dealstorming?
- What is the process of selling a really big deal?
- What are the 7 steps to organizing and implementing a Dealstorm?
- How can businesses find the root cause of a stalled sales process with an important prospect?
- Why is there a Rule of 3 for Dealstorms?
- How to invite people to join a Dealstorm.