PHOENIX, May 23, 2016 /PRNewswire/ -- Consultant, trainer and workshop leader Barbara Weaver Smith says millions—and possibly billions—of dollars are being lost when sales leaders focus on selling to the local offices of giant corporations instead of viewing them as a global account. "So much of sales and advice and training is superficial," she says. "It focuses on your own product and your own sales. However, when you are doing large account sales, they are so complex you just have to know so much more about your customers and their business than you think."
Fortunately, she believes these skills can be learned and is using her new book, Whale Hunting with Global Accounts, to teach them. Released this May and already a bestseller, it combines her extensive knowledge of global sales with that of 14 international contributors. It is her wake up call to businesses: "It's time to think globally, before you lose business to more enterprising competition," she warns.
Weaver Smith, whose clients do business with such global companies as Verizon, McDonald's, Capital One and Bayer, can discuss:
- 4 strategies for global sales success: knowledge, structure, process and vision.
- Why members of sales teams need to be specialists and generalists.
- Ways Verizon's "Hum" gadget illustrates how businesses are morphing and why sales professionals need to know where buyers are going.
- 5 tips for looking around your organization and that of your customers to elicit new insights.
ABOUT THE AUTHOR
Barbara Weaver Smith, Ph.D., is founder and CEO of The Whale Hunters®, a consulting business that teaches small and midsize companies to rapidly increase their revenue through bigger sales to bigger customers. A Kindle version of Whale Hunting with Global Accounts: Four Critical Sales Strategies to Win Global Customers, is expected May 25. The book is a follow up to Whale Hunting: How to Land Big Sales and Transform Your Company, which she coauthored with Tom Searcy. Weaver Smith is a former English professor, college dean, and president of a nonprofit agency affiliated with the National Endowment for the Humanities. She has an M.A. and Ph.D. from Ball State University.
AVAILABILITY: Phoenix, nationwide by arrangement and via telephone or Skype
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SOURCE Barbara Weaver Smith