Are you leaving millions on the table by focusing on individuals instead of entire organizations?
Join us as Dr. Barbara Weaver Smith, co-author of "Whale Hunting: How to Land Big Sales and Transform Your Company" and "Whale Hunting with Global Accounts," shares her expertise on how small and mid-sized businesses can successfully hunt, land, and nurture relationships with large corporate clients.
In this episode, Dr. Smith shares her knowledge on how to shift from winning over people to conquering entire accounts.
You will learn:
Why winning over individuals isn't enough and how to capture entire organizations
The "Scout, Hunt, and Harvest" approach to landing big fish clients
Why sending in a "lone ranger" salesperson is costing you huge opportunities
How to assemble the perfect team to match a complex buying group's needs
A 10-step process for identifying your next strategic move within a large account
Benefits of separating account management from new business development
Why fear is the biggest obstacle for buyers and how to overcome it
Barbara's "Whale Fears and Fear Busters" exercise for addressing client concerns
The power of becoming a "part of the organization" to expand your footprint
How to calculate and prioritize your next moves within a large organization
Why research is your secret weapon when pursuing enterprise-level accounts
Dr. Smith's 1 tip for selling more to big companies that you can implement immediately
Are you struggling to break into larger accounts or looking to maximize your existing enterprise relationships? Tune in for feasible strategies to take your sales to the next level!
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