Barbara Weaver Smith - The Whale Hunters

August 15, 2011

Seven Bad-Boss Behaviors to Avoid

Strong workplace relationships among leaders and their employees are vital to a healthy organization. Gallup found that no single factor more clearly predicts the productivity of an employee than his relationship with his direct supervisor. The ability to build solid workplace relationships and effectively communicate in a positive manner is the core of good management.

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August 10, 2011

How Do Savvy Business Owners Manage Risk?

Video interviews with business leaders on how they evaluate and manage risk.

July 28, 2011

Lean, Mean, Sales Machine – Three steps to a more efficient sales process

Perhaps you know that one of The Whale Hunters key principles is that sales is 90% process and 10% magic, not the other way around. It is true. To help turn that concept into a real tool you can use, here are three steps to a more efficient sales process.

July 22, 2011

Is Your Company Discoverable? Hear What Chris Baggott Has to Say

Conversation with Chris Baggott about "The Key to Fast Growth is Discoverability."

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July 20, 2011

Why I Became a Whale Hunter by Dave Cooke

Nothing is more critical to the sustainable success of a business than its abilities to galvanize the organizational team around their accountabilities for growth. While so many businesses place a high emphasis and dependence upon the functional responsibility of the sales teams for their growth, sustainable businesses recognize that increases in revenues are best accomplished through the retention of existing clients and the efficiency with which their team attracts and converts new clients. Sustainable revenue growth is about focusing on developing and maintaining great relationships that add value to the firm and to the client. That is not a sales function—it is an organizational accountability.

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July 19, 2011

Ask Your Customers The Ultimate Question

Whale Hunting is a great strategy to grow your company fast. But even fast-growing companies make on average 80% of their revenue from existing clients. So it’s much more important to keep existing whales than to hunt for new ones. How do you find out if there is a high probability that existing whales will work with you next year, too?

July 18, 2011

Are You Responding to RFPs? We hear you.

Today we want to highlight a podcast called “The RFP Whale Hunt.” Take a few minutes out of your day to listen to this podcast. Dr. Barbara Weaver Smith explains 10 ways to win an RFP. As we often say, sometimes the winning strategy may be to walk away. These do’s and don’ts will help you with winning tactics for getting that competitive edge.

July 15, 2011

Novel Ways to Help Employees Understand the Need for Change

When you combine expert facilitation with visual representations of the outcomes that were achieved in a collaborative manner, you have a living reminder of the work you accomplished together. And most important, you have a map that you can use to help the rest of your employees understand why it is important to change the way the company is doing something.

July 14, 2011

Expert Series Call: The Key to Fast Growth is ‘Discoverability’

Each month we do our Expert Series call focused on growth and sales for small and medium sized businesses. This month, on July 20th at 12pm Eastern, we’re doing our free call with Compendium CEO, Chris Baggott .

July 13, 2011

Thought Leader: Tired or True?

Isn’t thought leader just old biz jargon? After all, the term’s been knocking around for years, like “headhunter” and “game changer” and “team player.”

But no, for a B2B company today, being known as a thought leader demands your attention. And fortunately, through social media, becoming a thought leader gets easier for small and midsize companies than ever before.

July 12, 2011

Re-Post: Can You Deliver What You Sell?

For a long time, I’ve been exhorting clients to be certain that the sales team is selling what the operations or implementation team plans to deliver. In the past couple of weeks, The Whale Hunters team has been on the receiving end of that potential mismatch, which compels me to write about it again. Here’s some context that may resonate with you as a seller (and possibly even as a buyer)!

July 11, 2011

Shifting Forward – Overcoming the Sales Growth Roadblocks

We are all working at a frenetic pace and when we aren’t reaching sales goals, we panic and work from a place of fear, rather than from a place of power. Instead of focusing on the “target” we tend to toss darts all over the board hoping we land anything, anywhere. The result is a lot of tossing and not a lot of points. In reality we are staying in the same place (or losing ground) and not shifting our business forward. In either case, we are expending a lot of energy for little results. This is especially true in going after bigger deals because of the complexities of the sale and the nuances of the buying decision.

Seven Bad-Boss Behaviors to Avoid

How Do Savvy Business Owners Manage Risk?

Lean, Mean, Sales Machine – Three steps to a more efficient sales process

Why I Became a Whale Hunter by Dave Cooke

Ask Your Customers The Ultimate Question

Are You Responding to RFPs? We hear you.

Novel Ways to Help Employees Understand the Need for Change

Expert Series Call: The Key to Fast Growth is ‘Discoverability’

Re-Post: Can You Deliver What You Sell?

Shifting Forward – Overcoming the Sales Growth Roadblocks

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