July 29, 2016

Top 5 Interviews on Account-based & Major Account Selling

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 80Richard 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 80Barbara 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.

CLICK HERE to listen to this episode now!  CLICK HERE to listen on iTunes.


#3: Small Business Needs to Shift Their Mindset to Compete For Bigger Deals. With Tom Searcy

Tom Searcy 80Tom 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.

CLICK HERE to listen to this episode now!  CLICK HERE to listen on iTunes.


#4: How To Change From A Reactive Seller into a Strategic Seller. With David Brock

Dave Brock 80In 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 80Tim 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.

CLICK HERE to listen to this episode now!  CLICK HERE to listen on iTunes.


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.