How to land a Whale - Barbara Weaver Smith

K2 Sales Podcast

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Most companies these days are relying on Chat GPT to conduct research for their outbound prospecting motions.
While it is great for filtering, sorting and comparing large amounts of data, we need to ensure it is personalized, relevant and timely- especially if we are targeting “whale” accounts.
Tune in to my conversation with @Barbaraweaversmith two time author and most recent founder of The Whale Hunters Institute as well as Barbara AI, an AI clone of her.
Barbara shares what it takes for small to medium companies to land a “whale” by definition an account 20x their average deal size. For most companies this would not only change their business, but their lives.
She shares the risks from both sides and the level of detail required when it comes to research.
Sales people represent the intuits who hunted whales many years ago, it took a village. We are no different, they expect resources both pre-sales and post sales including professional services, and an implementation team. Many small companies shy away from this.
It is not impossible to do, we need to create standard processes, align specific resources and have a clear onboarding plan.
Tune it to learn the steps to take to move your fish accounts to whale accounts.
0:01:53 - Hunting Whales
0:07:04 - Strategic Approaches to Reaching Clients
0:12:29 - Effective Email Outreach Strategies
0:21:46 - Amplifying Sales Coaching Through Technology
0:28:07 - Leveraging AI for Efficient Data Processing
0:35:21 - Overcoming Corporate Buying Team Fears
0:50:57 - Utilizing Network for Referrals and Introductions
Connect with Barbara:

[e-mail]

LinkedIn:https://www.linkedin.com/in/barbaraweaversmith/

#b2bales. #sales #prospecting

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Bab

1. Intro (00:00:00)

2. Hunting Whales (00:01:53)

3. Strategic Approaches to Reaching Clients (00:07:04)

4. Effective Email Outreach Strategies (00:12:29)

5. Amplifying Sales Coaching Through Technology (00:21:46)

6. Leveraging AI for Efficient Data Processing (00:28:07)

7. Overcoming Corporate Buying Team Fears (00:35:21)

8. Utilizing Network for Referrals and Introductions (00:50:57)