Blog - The Whale Hunters

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

Business Development Tactics Large Account Sales RFP Sales Presentations

Name It and Claim It: 4 Steps to Develop a Business Process for Proposals

Almost every RFP asks you to define or explain your business process for something or other. Here are a few of the recent ones that…

Barbara Weaver SmithAugust 20, 2017

Large Account Sales Video

Talking About Whale Hunting with John Golden of Sales Pop

Hunting for those big customers and big deals requires a skill set all to itself, with a coordinated, trained team–much like the Inuit people in…

Barbara Weaver SmithAugust 17, 2017

Large Account Sales

Story of The Whale Hunters

The Whale Hunters Story Whale hunting is not about killing. What a bad analogy that would be! It's actually about serving. Honoring the whale.…

Barbara Weaver SmithAugust 1, 2017

BrightTALK Large Account Sales Sales Development The Sales Experts Channel

Going After Big Accounts

Attracting, landing and growing big accounts is both an art and a science. Many sales people aspire to big deal closer or rainmaker status but…

Barbara Weaver SmithJune 8, 2017

Whale Hunters Wisdom

Ten Years of Whale Hunting for Large Accounts

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

The Earn-It Trap

Barbara Weaver Smith Becomes a Sales POP! Contributor

How To Approach a Big Company Executive with Confidence

Name It and Claim It: 4 Steps to Develop a Business Process for Proposals

Talking About Whale Hunting with John Golden of Sales Pop

Story of The Whale Hunters

Going After Big Accounts

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