Author, Barbara Weaver Smith joins Susan Dec. 6 for this episode (listen live on this site at the right). Her first book, Whale Hunting, exposed us to how to succeed in landing larger accounts. Whale Hunting provides your B2B company with a clear, step-based model for successfully finding, landing, and harvesting whale-size accounts–the kinds of accounts that transform your business. It can mean the difference between merely surviving and thriving spectacularly. But you have to be smart and you have to be prepared!
In this episode we go to the next level: Whale Hunting for Global Accounts.
Some of the tips covered help you get in the mindset and secure your partners and team to handle this global accounts.
Listen in and take notes.
Selling to Healthcare & Hospitals - you need to be able to understand all the terms.
Sales Engagement to Enable the Buyer = Buyer Enablement
What is The Modern Seller and Why You Need to Become One.
The Seller's Challenge - Gatekeepers, concerns vs. objections.
The Seller's Challenge
You asked for their email, now what?
B2C: Simple ways to build credibility - maps, reviews and top 10 lists.
Let your past podcast episodes do the heavy lifting.
Is Your Exhibit Booth Boring - answer - YES IT IS.
6 Easy Event Attendee Tips to Maximize the Value
Testimonials - the glow of the moment: make the most of it.
Event Marketing Budgets & Digital Marketing
John Golden, CSO Pipeliner CRM Revenue Tip: Treat Prospects Like Clients.
Event Communication - Put your ego aside
5 Simple ideas to generate leads before the conference
Event Marketing Budgets & Digital Marketing
Why you need an online pressroom.
Additional Ways to Generate Event Revenue
Use easy URLs to track your marketing efforts for events, books, products, campaigns.
Your voicemail message - your first hello, or your last.
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