KEY TAKEAWAYS
[02:43] Can $10-$20 million revenue companies afford to sell to customers globally? Barbara provides examples of how a company’s work can apply worldwide.
[05:32] The advice Barbara provides to companies making the critical decision to pursue international business.
[07:15] The U.S. has embraced inside selling faster than most companies. Barbara describes how companies can use inside sales to help capture global customers.
[09:45] How business cultures outside the U.S. are changing rapidly and what this means for building relationships.
[12:00] The importance of focus in expanding the the geographic scope of your sales efforts.
[15:20] How you can know as much or more about your customers as your larger, more experienced competitors.
[24:10] Barbara explains the Global Whale Hunting processes outlined in the book and shows the limitations of your sales process in selling large deals.
[28:20] Barbara describes why you need to have a technology-driven account plan (and how to develop one.)
