Rooted In Revenue

5 Tips to Whale Hunting for Global Accounts

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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.

  1. A big tip is that perhaps you've heard of the US Department of Commerce, but you may not know what they do or can do for you and your business. This is a VERY helpful partnership. The episode gives you specifics of how they help businesses small and large secure global accounts. You can go to their (somewhat dry) site here >
  • Changing your thinking of your business and your clients is the most critical piece. They are ready to be global or already are. You need to make sure you fit into that picture to enjoy a bigger version of your current status with them as a supplier. Be the solutions for ALL locations, all divisions. 
  • Expanding your team will most likely be necessary. BUT your clients may have more in place to assist you than you realize. 
  • Time to make some new partners, as well. EVERYONE can grow and be more successful with your new mindset, including your clients. AND you will build strong loyalty from them.

    • Listen in and take notes.

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    Rooted In RevenueBy Susan Finch & Lany Sullivan
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