Blog - The Whale Hunters

Business Development Strategy Large Account Sales

Did Sales 2.0 Disrupt Large Account Sales?

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

Whale Hunting: How to Land Big Sales and Transform Your Company

Large Account Sales

Ten Years of Whale Hunting for Large Accounts

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

Business Development Strategy Large Account Sales Small Business Growth

When large account selling is like whale hunting—and when it is not!

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

Business Development Strategy Fatal Sales Failures Large Account Sales Small Business Growth

The Earn-It Trap

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

Large Account Sales

Barbara Weaver Smith Becomes a Sales POP! Contributor

Happy to report that I've been invited to be a regular contributor to Sales POP! the online magazine published by Pipeliner CRM. My first piece…

Barbara Weaver SmithSeptember 20, 2017

Sales Tips Small Business Advice

How To Approach a Big Company Executive with Confidence

As an executive or salesperson representing a small company, learn to approach big company executives with confidence. These are people whom you don't know,…

Barbara Weaver SmithSeptember 9, 2017