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Welcome to

Whale Hunters Wisdom

I’m your host, Barbara Weaver Smith. This blog is all about growing your business by your whole team learning to sell bigger deals to bigger customers.

Most Popular Posts

Sales Development Playbook

Buy the Sales Development Playbook

By Barbara Weaver Smith / May 1, 2016 / 0 Comments
Trish Bertuzzi, my good friend who heads up The Bridge Group, has written an exceptionally detailed playbook for sales development, that part of the sales process that is so often treated superficially. I love how it integrates seamlessly with The...
Whale Hunting with Global Accounts

Are You Leaving Millions in Your Global Accounts Bucket?

By Barbara Weaver Smith / May 12, 2016 / 0 Comments
If you've been a whale hunter for awhile, chances are you have a few global accounts-- big customers who do business all over the world. Almost all of my whale hunting clients have  business with global companies. The list of their...
Lisa

Review of Whale Hunting with Global Accounts

By Barbara Weaver Smith / May 18, 2016 / 0 Comments
Lisa Magnuson, Corporate Sales Strategist and founder of Top Line Sales, is one of the fourteen sales experts who contributed to my newest book, Whale Hunting with Global Accounts: Four Critical Sales Strategies to Win Global Customers. I think you'll enjoy...
Award

Whale Hunters Wisdom Among Top 52 Blogs on Sales Efficiency

By Barbara Weaver Smith / August 12, 2014 / 0 Comments
It was nice today to see the Whale Hunters Wisdom blog included in the list of top blogs covering sales efficiency announced by Docurated, a sales and marketing productivity platform. If you want to find some outstanding sales blogs to follow, I...
rehearsal31-300x199

Big Sales Presentations–Rehearsal Required

By Barbara Weaver Smith / May 16, 2014 / 1 Comment
You’ve made the cut! Your proposal was selected, and now you’re on the short list to present in person. You get the call on Thursday; they want you and your team at their place next Tuesday for a 45-minute presentation....
Case Study The Whale Hunters

7 Steps to Powerful Case Studies

By Barbara Weaver Smith / August 3, 2013 / 1 Comment
In my continuing series on brand differentiation, today's post focuses on the value of case studies in building your brand. Prospective customers really like to read compelling case studies about how your customers have engaged with you and achieved certain...
Barbara Weaver Smith and Lawrence L. Smith with winners of the Exit Planning Institute annual awards.

The Whale Hunters at Exit Planning Institute Conference

By Barbara Weaver Smith / September 30, 2014 / 0 Comments
The Whale Hunters are excited to be participating in the annual conference of the Exit Planning Institute. We are sponsors of the Awards Lunch held at the Fort Worth Texas Convention Center. Learning a lot about exit planning strategies that...
Sales Management.Simplified

Buy Sales Management. Simplified. by Mike Weinberg

By Barbara Weaver Smith / October 19, 2015 / 0 Comments
  If you’ve ever been a sales manager, or if you work for a sales manager, or if a sales manager reports to you, or if you’re the manager of operations or finance or marketing or customer service or R&D...
Personal Trainer

Why You Need a Referral System

By Joanne Black / July 15, 2015 / 0 Comments
I'm pleased to introduce my good friend Joanne Black, referral selling expert and author of No More Cold Calling™ and Pick Up the Damn Phone with today's guest blog. You know how much Whale Hunters reject cold calling to whales--so here's one great alternative....
Global Company

The Whale Hunters Global Accounts Initiative

By Barbara Weaver Smith / February 6, 2015 / 0 Comments
  The Whale Hunters has always focused on your company's growth by means of bigger deals with bigger customers. And we've always emphasized that whales come in a wide variety of sizes, so when you start out whale hunting you...

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