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
As businesses keep moving to the cloud, cybersecurity measures have never been so important. For that reason, The Whale Hunters remind employees, vendors, friends, and…
Barbara Weaver SmithOctober 15, 2019
The whales are on winter vacation in warm oceans. They are playing, breeding, frolicking and entertaining tourists for a couple of months. But before long,…
Barbara Weaver SmithJanuary 2, 2019
Once you are doing business with a national, multi-national or company it’s hard to plan for growth. What’s next? Who’s in charge? Is marketing still…
Barbara Weaver SmithAugust 23, 2018
Your best business is new business with your current large accounts. As the CEO or chief sales officer of a $5m to $250m company, how…
Barbara Weaver SmithJune 2, 2018
How To Land 6-figure Deals and Spend More Time Actually Serving Your Clients Without Making Cold Calls Date: Thursday, March 1, 2018 Time: 12:00 p.m. Eastern Description: This is…
Barbara Weaver SmithFebruary 25, 2018
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
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
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
If you’ve ever been a sales manager, or if you work for a sales manager, or if a sales manager reports to you, or…
Barbara Weaver SmithOctober 19, 2015
I'm pleased to introduce my good friend Joanne Black, referral selling expert and author of No More Cold Calling™ and Pick Up the Damn Phone with today's guest blog.…
Joanne BlackJuly 15, 2015