As you may know, Whale Hunting is based on two concepts: (1) the best, safest way to grow a B2B company is to consistently land…
Barbara Weaver SmithSeptember 7, 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
Enterprise accounts are not just bigger; they are different. This webinar presents five key methods a $5m - $250m company must master to WIN THE…
Barbara Weaver SmithJune 2, 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
Ten years ago, in January 2008, Wiley published Whale Hunting: How to Land Big Sales and Transform Your Company, the book about large account sales…
Barbara Weaver SmithJanuary 1, 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
Happy to report that I've been invited to be a regular contributor to Sales POP! the online magazine published by Pipeliner CRM. My first piece…
Barbara Weaver SmithSeptember 20, 2017
Almost every RFP asks you to define or explain your business process for something or other. Here are a few of the recent ones that…
Barbara Weaver SmithAugust 20, 2017
Hunting for those big customers and big deals requires a skill set all to itself, with a coordinated, trained team–much like the Inuit people in…
Barbara Weaver SmithAugust 17, 2017
The Whale Hunters Story Whale hunting is not about killing. What a bad analogy that would be! It's actually about serving. Honoring the whale.…
Barbara Weaver SmithAugust 1, 2017