Whale Hunting With Global Accounts: Four Critical Sales Strategies to Win Global Customers

Nothing grows your bottom line faster than new business with your global sales accounts, yet companies like yours are leaving billions on the table.

Your customers are going global — are you?

There’s a tidal wave of offshore expansion, and if you’re not ready to grow globally with your customers, even your domestic business is at risk.

In Whale Hunting with Global Accounts, Barbara Weaver Smith takes business owners and executives, national and global sales leaders, and large account sales reps on a deep dive into the four critical sales strategies that will make you winners in competition for global accounts:

Knowledge-Look Deeper * Structure-Get Organized * Process-Beyond Steps * Vision- Lead the Way

The voices of fourteen global sales experts — current practitioners and sales leaders — contribute seamlessly to the narrative for a powerfully multinational perspective. Weaver Smith will teach you how to become a smarter, more insightful, global account team who will win unlimited long-term business.

Expert contributors include Rachel Barger, GM EMEA & Global Head Customer Success and Value Engineering, Lithium Technologies, Zurich, Switzerland; Valerie Bonebrake, SVP, Tompkins International, Raleigh, NC and Kansas City, KS USA; Tiffani Bova, VP, Distinguished Analyst and Research Fellow, Gartner, Los Angeles, CA USA; Melissa Donnelly, VP of Sales, JDA,Dallas, TX USA; Gerhard Gschwandtner, Founder and CEO, Selling Power Magazine and Sales 2.0 Conferences, Fredericksburg, VA, USA; Jeff Hargroves, President, ProPharma Group, LLC ,Kansas City, Kansas, USA; Matt Heinz, President, Heinz Marketing, Seattle, WA, USA; Jill Konrath, Keynote Speaker, Award-Winning Author, Sales Accelerator, Minneapolis, MN, USA; Sid Kumar, Global Head of Inside Sales, CA Technologies, New York, NY, USA; Lisa Magnuson, Founder and Corporate Sales Strategist, Top Line Sales, Portland, OR, USA; Kirk Robinson, SVP Commercial Markets Division & Global Accounts, Ingram Micro, Orange County, CA, USA; Mircea Saracut, Head of Business Development—EMEAA, Symbicore, Cluj County, Romania; Hari Shankaranarayanan, Managing Director, Accenture, New Delhi, India; Dr. Greg Story, President, Dale Carnegie Training Japan, Tokyo, Japan.

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.