How to Sell Bigger Deals to Bigger Customers. With Barbara Weaver Smith. #257
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.
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More about Barbara Weaver Smith
Is it easier to teach a non-sales technical person how to sell, or to teach a salesperson how to sell technically?
It depends on who is the more curious person. Probably, it’s easier to teach the salesperson to sell technically.
If you could change one thing about your business self, what would it be?
I would have to learn to simplify the way I talk about things!
What’s one non-business book that every salesperson should read?
The Sound and The Fury by William Faulkner
When you have to get away from it all, where to you go?
My backyard to the pool!
Contact Barbara Weaver Smith
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.)