Landing The Large Account

  ===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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Related posts:

1. The Multi-Million Dollar Deal
2. Chasing the Big Whale
3. Time Optimization
4. Sales Professionals: Optimize Your Time. Optimize Your Life. Part I
5. The 5 Sales Training Lessons You NEVER Should Have Learned