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Case Studies

Anatomy of a Large Account SaleCase StudiesKey Account ManagementLarge Account SalesSmall Business Growth

Can you sell one customer $1M per year for nine years? Read our newest case!

  Michael Miller, account representative with Pearson Digital Learning, had a sales territory consisting of exactly 25 customers, no more. Michael had n0 opportunity to…
Barbara Weaver Smith
Barbara Weaver SmithOctober 22, 2013
Case Study The Whale HuntersBrand PromiseCase StudiesSales Tips

7 Steps to Powerful Case Studies

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…
Barbara Weaver Smith
Barbara Weaver SmithAugust 3, 2013
Big SaleCase StudiesLarge Account SalesSales Development

Planning, Persistence, Patience

I had a very happy phone call today--the kind that pleases me more than all others. One of my clients called to report that on…
Barbara Weaver Smith
Barbara Weaver SmithJanuary 22, 2013
Case StudiesSales ProcessSmall Business AdviceSocial Media for Businesses

More Ways to Offend Prospects and Ruin Your Business

How you behave when you lose a sale reflects on the character of your business.
Barbara Weaver Smith
Barbara Weaver SmithAugust 25, 2011
Business DealsCase StudiesSales ManagementSales Process

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…
Barbara Weaver Smith
Barbara Weaver SmithJuly 12, 2011
Business Development TacticsCase StudiesSales ProcessSales TipsSmall Business Advice

The Sales Graveyard: Cold Calling and Other Retired Tactics

Back in 1995, smiling and dialing was expected. A sales person was supposed to get names from trade shows, Thomas Register, Harris, etc. Then they…
Guest Blogger
Guest BloggerJuly 7, 2011
Business DealsBusiness Development TacticsCase StudiesLink RecommendationsSmall Business AdviceSmall Business Growth

USP and Transcending the Competitive Landscape: 3 Fundamental Steps on How to Grow Your Business

Many managers (whether in small, mid-sized or large businesses) who survived the very difficult last few years are working hard to come back strong. You…
Guest Blogger
Guest BloggerJuly 6, 2011
Case StudiesLarge Account SalesLink Recommendations

My First Whale – Fund Seeking For a College Entrepreneur

When I entered my junior year at Arizona State University, the last thing I thought I’d be doing was starting an entrepreneurial venture. But, when…
Guest Blogger
Guest BloggerMay 20, 2011
Business Development StrategyCase StudiesLink RecommendationsSocial Media for Businesses

Searching for Business Development Tactics

Recently all of you out in the blogosphere have been finding us via the search term “business development tactics.” Curiosity hasn’t killed this cat yet,…
Guest Blogger
Guest BloggerMay 9, 2011
Business DealsCase StudiesLarge Account SalesLink RecommendationsSales ProcessSmall Business Growth

Winning Big in a Losing Industry

Today I’d like to draw your attention to our latest case study. We’re very proud of the work done by Anita Grantham (one of our…
Guest Blogger
Guest BloggerMay 2, 2011
Business DealsBusiness Development StrategyCase StudiesLink RecommendationsSales ProcessSocial Media for Businesses

How a Purple Cow Affects Whale Hunting

At the start each consulting engagement, the first piece of our process covered with clients is called the Brand Promise Audit. The goal of the…
Guest Blogger
Guest BloggerApril 25, 2011
Business DealsBusiness Development StrategyCase StudiesLink RecommendationsSmall Business AdviceSmall Business Growth

The Data Supporting Laser-Focused Goals

I’ve always loved this quote by Jim Collins, "If you have more than 3 priorities then you don't have any." For today’s small business owners,…
Guest Blogger
Guest BloggerApril 18, 2011
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© 2021 The Whale Hunters.

  • Home
  • About
    • Company
    • Leadership
    • The Whale Hunters Story
    • The Whale Hunters Process
    • Case Studies
  • Work With Us
    • How The Whale Hunters Work With You
    • Services for Your Company Size
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  • Resources
    • Freee Large Account Growth Assessment
    • Books
    • Downloadable Materials
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