In a recent article on Entrepreneur.com, Tom Black gave this piece of advice: Understand the sales process. A sale happens, he says, when there's a…
Guest BloggerJanuary 24, 2011
We had an outstanding interview with Sitewire president Greg Chapman on last week's Expert Series Call. Greg offered compelling insights into how executives in large…
Barbara Weaver SmithSeptember 20, 2010
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 SmithAugust 26, 2010
I had the pleasure of presenting a Whale Hunters workshop for the Academy Plus attendees at the annual training seminar hosted by the Western Alliance…
Barbara Weaver SmithAugust 12, 2010
I had the pleasure of attending a Whale Hunters chapter meeting with a chapter that is nearing completion of their first year of Whale Hunting. …
Barbara Weaver SmithAugust 9, 2010
I interviewed Jim McClure, CEO of Arizona Color, a vehicle wrap and graphics firm, about how his company landed their first national brand account, It's…
Barbara Weaver SmithMay 21, 2010
The trickiest part of whale hunting for small and midsize companies is to capture your sale: deliver your products and services as promised once you’ve…
Barbara Weaver SmithJanuary 3, 2010
You've made the big sale to the big customer. You've inked the letter of agreement. You've shaken the hands and toasted the toast. Now what?…
Barbara Weaver SmithDecember 30, 2009
One of my long-time business friends called recently with a whale hunting problem. He is in the software development and training business and has had several…
Barbara Weaver SmithDecember 28, 2009
In the whale hunting process, "capture the whale" is the middle phase of the hunt. It's the phase in which you hope to move from…
Barbara Weaver SmithMarch 30, 2009
In whale hunting, we talk about a whale as a deal that is 10 to 20 times the size of your average deal. Several people…
Barbara Weaver SmithMarch 28, 2009