“What global account buyers are saying is: we are tired of sellers who are shallow. Who are focused on their products and solutions and what…
Barbara Weaver SmithJune 28, 2016
If you've been a whale hunter for awhile, chances are you have a few global accounts-- big customers who do business all over the world. Almost…
Barbara Weaver SmithMay 12, 2016
No slides. Really. NO SLIDES. Just TRY it . . . without SLIDES! This post is #2 in my series on 10 Reasons to…
Barbara Weaver SmithMay 22, 2014
You’ve made the cut! Your proposal was selected, and now you’re on the short list to present in person. You get the call on Thursday;…
Barbara Weaver SmithMay 16, 2014
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 SmithOctober 22, 2013
Today's post is a bi-weekly article delivered via the free Whale Hunters Wisdom newsletter. If you're not already a subscriber, I invite you to sign up--just…
Barbara Weaver SmithAugust 21, 2013