Whale Hunting is about big sales to big companies. Many small and midsize B2B companies have the capacity to do this kind of deal. Among…
Barbara Weaver SmithDecember 27, 2020
You and your team are making a critical presentation to the buyers representing the company you hope to sign as your next big customer. You've…
Barbara Weaver SmithJune 29, 2014
I'm writing a series of posts on "10 reasons to rehearse (and how)" focused on preparing to deliver a group presentation for a large account…
Barbara Weaver SmithMay 19, 2014
On the Nimble blog: Hunting Whales with Nimble. How I use Nimble to go from CRM to DEALS. Find out more here: http://www.nimble.com/blog/whale-hunting-with-nimble/ Photo…
Barbara Weaver SmithMarch 6, 2014
Occasionally my sales fantasies turn into realities. When it happens, it’s so easy to be seduced by this low-hanging fruit. Outwardly, I try to appear…
Guest BloggerSeptember 16, 2011
If your perspective is outbound on the customer, you need to change your viewpoint. See and understand the world from the client’s perspective, internalize what…
Guest BloggerSeptember 15, 2011
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.…
Barbara Weaver SmithJuly 19, 2011
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…
Guest BloggerJuly 14, 2011
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 SmithJuly 12, 2011
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…
Guest BloggerJuly 11, 2011
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 BloggerJuly 6, 2011