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Whale Hunting With Global Accounts: Four Critical Sales Strategies to Win Global Customers Paperback – May 11, 2016
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About the Author
Dr. Barbara Weaver Smith is founder and CEO of The Whale Hunters® and co-author of Whale Hunting: How to Land Big Sales and Transform Your Company, based on the collaborative culture of the Inuit people who engaged their entire village to hunt whales. Barbara teaches companies to rapidly increase their revenue through bigger sales to bigger customers. She supports her clients’ success with a steady stream of new content for consulting, speaking, and online training.
Barbara is in her third career. First she was an English professor, where she learned the art of sales from the rhetoric of its founder, Aristotle. She became a college dean before leaving academia for her second career as president as a statewide nonprofit agency affiliated with the National Endowment for the Humanities. Her eclectic background has given her more than 20 years’ of rich experience in leading diverse groups of stakeholders to create purposeful, high stakes deals for education and community projects. In 1994, she took the entrepreneurial plunge and brought her knowledge and skills into the for-profit world.
Barbara’s project diversity and her first-hand leadership background in each economic sector make her especially skilled at bridging the gaps among corporate silos and cultures to build powerful cross-functional teams that achieve superior revenue goals.>
Barbara works with small and midsize companies to build the seamless processes that guarantee their continued growth, revenue, and profits and position them to compete with larger competitors for global customers. She also works with large corporations who struggle to organize the kind of internal cooperative culture that they need in order to become trusted advisors to and continually grow their business with their key accounts, including global accounts.
Barbara is a graduate of Anderson University and earned the M.A. and Ph.D. at Ball State University. She was named Sagamore of the Wabash, Indiana’s highest civilian honor, for exceptional community programs throughout the state. She lives in the Phoenix, Arizona, metropolitan area.
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Top customer reviews
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Typical sales training focuses on discovering the customer’s vision and probing for relevant problems. But that presumes that customers know what outcomes they can achieve, know what it will take to achieve them, and know how to build enough consensus in their company to make a big change possible. Trouble is, most global accounts don’t know these things. They are better at identifying existing problems than visualizing a completely different solution.
You can’t simply sell your solution to fill a problem or need. Instead, you need to bring your ideas of what is on the horizon, what’s new, and what’s possible. It’s not about selling. It’s about creating a viable vision with your clients about what is possible by changing.
Another key question is, “Is your current company’s structure set-up to win a global account?” All too often, roles, responsibilities and compensation are not set up for winning global accounts. Because the decision cycle takes longer it’s about continuously bringing value to clients – new and different ways that help them get better over time.
Before reading this book I thought I had a pretty good understanding of how to sell big deals. But Barbara Weaver Smith has provided a clear path I need to follow going forward. That path has four strategies:
• How to improve my knowledge of the customer’s business & market
• How to structure roles and responsibilities to win a global account. Global accounts want to meet some of your company’s subject matter experts, not just the lead salesperson
• The process I need to follow before, during and after each sales call on a global account
• The customized vision I need to create for the account
This book is about differentiating your company from your competitors through superior customer knowledge of your salespeople, which they deliver every day in their interactions with specific members of the global account buying team. If your company needs to become more proactive on global accounts Whale Hunting with Global Accounts is a book that can provide the structured path you need to transform your business!
Homayoun Sadeghi, MD
The Art of Healthy Living: A Mind-Body Approach to Inner Balance and Natural Vitality
Easy to read. Spot on advice. Exploring all the various aspects of the complex whale hunting craft.
I love the way she used stories from global sales experts to show how global accounts are not only the wave of the future, but something every salesperson should be about adding to their toolkit.
After reading this book you won't be afraid of global accounts - you will be excited about landing one for yourself!
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