===JUNE 2 ADVANCED SELLING PODCAST=== (15 Minutes)
Tom Searcy (www.thewhalehunters.com) joins me for a discussion on pursuing the large account–the whale. Tom has a ton of background on this topic from first hand experience. He built a company that sold to Fortune 500 companies and realized quickly that the same principles used with small account selling just don’t work for the whale.
== The story of why large account selling is difficult–and different.
== The biggest mistakes selling companies and their people make in pursuit of the large sale.
== The Rule of Three–(quite interesting and rigorously honest)
== What you can do to think differently about pursuing the whale.
You’ll enjoy this one. We’ll get him on again some time.
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Right Click on “Download” to Save ===> Download SearcyFinal.mp3
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