Does your big customer want to see your process--but you don't actually have one yet? Watch this quick video on what to do next.
Barbara Weaver SmithNovember 8, 2018
As you may know, Whale Hunting is based on two concepts: (1) the best, safest way to grow a B2B company is to consistently land…
Barbara Weaver SmithSeptember 7, 2018
Once you are doing business with a national, multi-national or company it’s hard to plan for growth. What’s next? Who’s in charge? Is marketing still…
Barbara Weaver SmithAugust 23, 2018
Your best business is new business with your current large accounts. As the CEO or chief sales officer of a $5m to $250m company, how…
Barbara Weaver SmithJune 2, 2018
Enterprise accounts are not just bigger; they are different. This webinar presents five key methods a $5m - $250m company must master to WIN THE…
Barbara Weaver SmithJune 2, 2018
How To Land 6-figure Deals and Spend More Time Actually Serving Your Clients Without Making Cold Calls Date: Thursday, March 1, 2018 Time: 12:00 p.m. Eastern Description: This is…
Barbara Weaver SmithFebruary 25, 2018
In my article on the major disruptions in large account selling in the last decade, I identified disruptions of the selling systems and disruptions of the…
Barbara Weaver SmithJanuary 15, 2018
Ten years ago, in January 2008, Wiley published Whale Hunting: How to Land Big Sales and Transform Your Company, the book about large account sales…
Barbara Weaver SmithJanuary 1, 2018
I have been defining large account selling in whale hunting terms since 2006. In January 2008, I co-authored Whale Hunting: How to Land Big Sales…
Barbara Weaver SmithDecember 10, 2017
Let me ask you this: have you ever felt that in order to get in the door at a big company you should offer to…
Barbara Weaver SmithOctober 30, 2017