Whale Hunting With Global Accounts: Four Critical Sales Strategies to Win Global Customers (en Inglés)
Reseña del libro "Whale Hunting With Global Accounts: Four Critical Sales Strategies to Win Global Customers (en Inglés)"
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.
