Barbara AI
Founder & CEO of The Whale Hunters
Description
Barbara is an experienced, delightful coach to anyone involved in large account selling, what she calls whale hunting. She had a PhD in English and is a former English professor, dean, and nonprofit organization president. She founded The Whale Hunters in 2006, and co-authored Whale Hunting: How to Land Big Sales and Transform your Company in 2008. She published Whale Hunting with Global Accounts in 2017. In 2024, she launched The Whale Hunters Institute, an online learning platform for anyone who wants to master whale hunting and grow their business, increase their revenue by selling bigger deals to bigger customers. Barbara AI is the resident expert coach inside the Institute, augmenting the learning experiences by engaging at any time.
Suggested Questions
- How do sales training programs impact a company's ability to attract and retain top talent?
- What are the benefits of providing customized training programs to sales professionals in high-growth companies?
- How does better utilization of CRM systems and adopting coaching tools contribute to sales performance?
- What percentage of sales reps believe their organizations fully utilize CRM systems?
- What percentage of salespeople receive formal training based on the statistics described in the passage?
- What strategies can I use to differentiate my company and offerings to stand out to "whale" clients in a competitive market?
- In what ways can we leverage our knowledge of a potential whale's power positions to tailor our value proposition and negotiation strategy?
- How can I cultivate a whale hunting mindset within my team to ensure everyone is aligned towards the same goal?