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Welcome to Scale Your Sales weekly Monday 12 midnight GMT podcast, No 8. of 42 Best Podcast For Every Sales Professional 2020. Dedicated to learning from amazing experts and influencers to help you on your journey to Scale Your Sales. A show created for B2B executives, sales leaders, key account managers and customer serving professionals, to engage with lively conversations on customer experiences, strategic revenue growth and modern sales know-how.

I am Janice B Gordon, the Customer Growth Expert. Sales is not a function of the business; sales are the primary outcome of the business and marketing is a part of this sales process rather than the other way around. What is critical to a productive business is how the customer experiences the sales process and what outcomes the customer requires from the sale. The more focused you are on the customer outcome the more productive your sales process. More on Scale Your Sales website.

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Feb 6, 2023

In this week’s episode of the Scale Your Sales podcast, My guest is Barbara Weaver Smith Founder and CEO of The Whale Hunters. She helps midsize companies to do bigger deals with much bigger companies. 


Barbara is the award winning Author of Whale Hunting and Whale Hunting with Global Accounts. 


Barbara have landed a 300 million construction deal. Her work focuses on companies developing a cross-functional business development method that grows their revenue through large account sales and renewals. 


Welcome to Scale Your Sales podcast, Barbara Weaver Smith. 




01:22 -Small Companies Landing Big Deals While Competing with Big Companies. 


03:38 -How CEO’s think in Two Different Situations. 


06:18 -Breaking Down the Barriers to Focus on a Deal. 


08:08 -Landing the 300 Million Deal 


14:37 -Approach & Methodology to Win Big Deals 


17:23 -Customer Centric CEOs’ 


21:12 -How Does Vision and Purpose on Customers Works? 


22:28 -Important Things to Consider When Working With Other Business 


25:15-Breaking Through The Fear 


Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales.


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