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.