Hi [[ session.user.profile.firstName ]]

Going After Big Accounts

Attracting, landing and growing big accounts is both an art and a science. Many sales people aspire to big deal closer or rainmaker status but only a few get there. This panel dives into the strategies, attitudes, processes and behaviors needed to succeed in this specialized and highly rewarding sales discipline.
Recorded Jun 8 2017 47 mins
Your place is confirmed,
we'll send you email reminders
Presented by
Shane Gibson - Moderator; Barbara Weaver Smith, Lee Bartlett
Presentation preview: Going After Big Accounts

Network with like-minded attendees

  • [[ session.user.profile.displayName ]]
    Add a photo
    • [[ session.user.profile.displayName ]]
    • [[ session.user.profile.jobTitle ]]
    • [[ session.user.profile.companyName ]]
    • [[ userProfileTemplateHelper.getLocation(session.user.profile) ]]
  • [[ card.displayName ]]
    • [[ card.displayName ]]
    • [[ card.jobTitle ]]
    • [[ card.companyName ]]
    • [[ userProfileTemplateHelper.getLocation(card) ]]
  • Channel
  • Channel profile
  • Sales Legends Series - An Interview with Gerhard Gschwandtner May 22 2018 7:00 pm UTC 45 mins
    Deb Calvert with special guest Gerhard Gschwandtner
    Gerhard Gschwandtner is the founder and CEO of Selling Power, a media company that produces the award-winning Selling Power magazine and Selling Power TV, a daily video interview series on sales success. He developed and hosts the Sales 3.0 Conference, which helps sales leaders integrate sales technologies into their sales organizations to create improved sales effectiveness and greater customer value. Over the course of three decades, he has interviewed some of the most successful leaders and experts in sales, business, sports, entertainment, and politics, including Mary Kay Ash, Marc Benioff, Michael Dell, George Foreman, Larry Ellison, Richard Branson, Jay Leno, Meg Whitman, and many more. Gerhard has studied the lives of hundreds of peak performers and worked with world-leading coaches and psychologists to create the unique, new Peak Performance Mindset training program. He is the author of 17 books on the subject of sales, management, and motivation and received the Sales & Marketing Executives International, Inc. 2010 Ambassador of Free Enterprise Award.
  • Sales Legends Series - An Interview with Jim Cathcart Apr 19 2018 9:00 pm UTC 45 mins
    Deb Calvert with special guest Jim Cathcart
    Jim Cathcart, CSP, CPAE is the original author and champion of “Relationship Selling.” This set of international best selling books, training videos and other learning materials has been translated into multiple languages around the world. Mr. Cathcart is the author of 18 books and past president of the National Speakers Association. Among professional speakers he has received virtually every possible award and certification. This includes the Cavett Award, Golden Gavel award, Speaker Hall of Fame, Sales & Marketing Hall of Fame and Legends of Speaking award.
    Jim Cathcart’s major contribution to the sales profession has been the popularization of treating relationships as assets and encouraging the advancement of ethical sales behavior and sales systems. His model of “The Eight Competencies of Top Sales Producers” helps isolate the many skills required for sales success and simplifies the training process. He has delivered over 3,100 presentations around the world to audiences as large as 13,000. His recent TEDx video has received over 1.25 million views placing it in the top 1% out of over 100,000 TED videos.
  • Truths, Trends and Strategy in Sales Negotiation Apr 10 2018 6:00 pm UTC 45 mins
    Patrick Tinney
    It is essential that sales professionals have the ability to identify negotiation strategies that large customers use in
    bargaining regularly. Professional buyers are generally well educated in the field of negotiation because their
    livelihood depends on it. As sales professionals… what is your lack of negotiation knowledge costing you on a
    yearly basis?
  • Nailing Your Sales Pitch - in All Situations Mar 15 2018 5:00 pm UTC 45 mins
    Michael Griego
    Is your sales pitch professional? Is it high-quality and crisp? Can you flex and apply it anywhere on the phone, a live meeting, trade-show, or with executives? This dynamic webinar will provide practical professional sales tools that will help you reset and master the most critical element in professional selling.
  • Maximize Sales Training with the 5 Stages of Sales Mastery Mar 14 2018 5:00 pm UTC 45 mins
    Mike Kunkle
    The fact that Sales Training ROI is elusive is almost legendary. The truth is, most Sales and Sales Enablement leaders have no plan for behavior change or supporting the attainment of sales mastery. In this webinar, Mike Kunkle will share an approach that is proven to deliver results and ROI.
  • 5 Successful Strategies for Using Stories in Your Sales Pitch Mar 14 2018 4:00 pm UTC 45 mins
    Julie Hansen, Founder
    Fact: Stories can drive sales. But what type of story is most effective? When should you tell a story and how do you find the right story for your customer? Discover 5 successful strategies for using stories in your sales pitch to move the sale forward.
  • Sales Legends Series - An Interview with Jon Ferrara Mar 12 2018 9:00 pm UTC 45 mins
    Deb Calvert with special guest Jon Ferrara
    Join Deb Calvert as she interviews Sales Legend Jon Ferrara. Jon is a CRM and Relationship Management entrepreneur and noted speaker about Social Media's effects on Sales and Marketing. He has re-imagined CRM by building a Simply Smarter Social Sales and Marketing platform, his most recent venture Nimble.com.
  • Fireside Chats on Sales Management Mar 9 2018 5:00 pm UTC 45 mins
    Steven Rosen and David Brock
    Sales management expert Steven Rosen is hosting a fireside chat with fellow sales management expert David Brock. Steven and David will have a no holds barred chat sharing their insights on the most challenging issues facing sales managers today.

    No powperpoint, no videos, just open and frank discussion.

    Expect an action-packed webinar filled with sales management gems, pearls, powerful insights and stories, that will help you crush your sales numbers.
  • Where's Waldo: Finding Top Sales People in the Crowd Mar 8 2018 10:00 pm UTC 45 mins
    Lori Kleiman
    The way we attract, develop and retain top talent today is far more strategic than ever before. Why evaluating sales people for your team, you must look beyond the skills on paper and understand how they fit into the big picture – today and in the future. This program will give tips for building the candidate pipeline in a large scale strategic way and engaging sales teams to align with your business with every sale.
  • How Sales Professionals Accelerate Sales Using Proven Principles of Neuroscience Mar 8 2018 6:00 pm UTC 45 mins
    Fred Diamond with guest, John Asher
    Fred Diamond and John Asher discuss latest updates on the explosion of neuroscience studies on human communications and decision making.  All of these research and study results have a direct application to sales.
    Attendees will have specific implementable action items that will make an immediate impact on their closing rates.
  • Customer Success: Way beyond Customer Service! Mar 8 2018 4:00 pm UTC 45 mins
    DebCalvert - Moderator; Tim Hurson, Guy Nirpaz and Katie Rogers
    Customer Success is not the same as Customer Service or CX. Customer Success is about getting ROI and value for your customers, at every touch point with your organization. It's a tall order, but leading companies are committed to customer obsession. Learn more about Customer Success from the CEO of Totango in this panel discussion moderated by Deb Calvert and with innovative ideas from Sales Expert Tim Hurson. You'll see post-sale processes and customer relationships in a whole new way!
  • Involving Customer Success Early in the Sales Process Mar 7 2018 10:00 pm UTC 45 mins
    Chris Beall and James Townsend
    ConnectAndSell applies three principles to align customer success and sales:
    - Our customer success managers are all former sales reps.
    - Customer success managers lead our product test drives.
    - We are our own customer: our customer success team owns our sales team’s successful use of our own product.
  • How a Systems Approach to Sales Enablement Can Radically Improve Sales Productiv Mar 7 2018 6:00 pm UTC 45 mins
    Mike Kunkle
    Everyone wants to improve Sales Productivity or "Revenue Per Rep." It's often a struggle, because the way we approach training and enabling reps is ineffective and doesn't support behavior change. In this webinar, Mike Kunkle will share how a new systems approach to Sales Enablement will radically improve your results.
  • Planning a Successful Inbound Strategy that Keeps Marketing & Sales Teams Happy Mar 7 2018 4:00 pm UTC 45 mins
    Josh Curcio, Sam Balter, James Walters & Craig Cook
    Inbound marketing works, inbound sales works…but independently they can only go so far. Learn how to plan an inbound strategy that keeps your sales & marketing teams on the same page, working towards the same objectives, and most importantly setting them both up for success.
  • Leveraging LinkedIn for Business Development Mar 6 2018 10:00 pm UTC 45 mins
    Brynne Tillman
    LinkedIn is a powerful and underutilized tool for sales professionals.
    In this webinar you will learn how to:
    - Convert your profile from a resume to a resource
    - Leverage LinkedIn to get warm introductions
    - Find, share and engage on relevant content to be seen as a thought leader
  • Strategic Sales Development Trends for 2018 & Beyond Mar 6 2018 6:00 pm UTC 45 mins
    Laurie Page
    The B2B market is shifting, and your approach to growing pipeline with sales development needs to shift along with it. Industry experts agree that playbooks from early 2010s won't cut it today.  Laurie Page, Managing Partner for the Bridge Group, will cover the top four strategic sales development trends happening today and how to leverage them for success.

    Join us for this session to gain higher growth in 2018 and beyond!
  • How and Why of Developing Your Sales Managers Before Developing Your Sales Strat Mar 6 2018 4:00 pm UTC 45 mins
    C. Lee Smith, Jamie Crosbie & Debbie Mrazek with special guests Suzanne Paling & Kevin Davis
    Welcome to The Sales Experts Channel! We are a community of sales authors, trainers, researchers and thought leaders collaborating here to answer your questions about how to sell more effectively.
  • Bridging the Gap Between Sales and Marketing Feb 26 2018 9:00 pm UTC 45 mins
    Alice Heiman and Liz Heiman
    We have all seen just how devastating the results can be when sales and marketing teams aren't aligned. In this webinar, Alice and Liz will share their secrets about how aligning sales and marketing will better engage your customers at critical junctures in the buyer journey and will boost sales and marketing results.

    Sales, Marketing, Sales Enablement, Buyer's Journey, Sales Cycle, Customers
  • The 7 Steps to a Value Proposition That SELLS Recorded: Feb 22 2018 34 mins
    Lisa Dennis
    Brainstorming a 1-line value prop rarely results in a message that is extendable across communications platforms, and is buyer-focused. Focusing on just a tag line or elevator pitch short circuits developing a Value Prop Platform that is both complete and flexible enough for marketing content and sales conversations.
  • The Science of Sales Development Recorded: Feb 21 2018 38 mins
    Carole Mahoney
    Design your own sales improvement program with the scientific process helped one SaaS sales team reach the top spot in their company with 114% over quota for the year, at a 98% retention rate of new customers and individual contributors going from 'on-plan' to promotion in less than 6 months.

    Sales, Sales Team, Customers, Employees, Sales Development, Sales Enablement, Quota, Marketing, Solutions
We're working together to bring ideas and info to the sales community
New and on-demand content from dozens of global sales authors, speakers, researchers, coaches, trainers & thought leaders. If it's about selling, sales management or sales productivity, this channel is where you'll find it!

Embed in website or blog

Successfully added emails: 0
Remove all
  • Title: Going After Big Accounts
  • Live at: Jun 8 2017 3:00 pm
  • Presented by: Shane Gibson - Moderator; Barbara Weaver Smith, Lee Bartlett
  • From:
Your email has been sent.
or close