Barbara is the Producer of the Big Growth Summit August 25-26 2020 at The Whale Hunters, Inc.
There has been alarming feedback from large account buyers. They are tired of sellers who are shallow, who are focused on THEIR products and solutions, and what THEY do.
“We want sellers who help us devise and achieve strategic outcomes” is what big company buyers tell us. So how do companies move from transactional to meaningful and start landing bigger deals from bigger customers?
Whale Hunting has recognized in order to do this well, organizations need to build a business development system to scout, hunt and harvest large accounts. And, this takes more than just your front line sales person to execute.