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
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
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
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
Oh, I know, you’re a seller, not a grammarian! You hated English 101—so irrelevant! Well, I was once your English prof*, and here I am,…
Barbara Weaver SmithJanuary 10, 2014
I did an EDGY Perspectives teleconference on this topic, which is essentially an overview of some of the key principles of Whale Hunting. There's also…
Barbara Weaver SmithFebruary 21, 2013
Today we want to highlight a podcast called “The RFP Whale Hunt.” Take a few minutes out of your day to listen to this podcast.…
Guest BloggerJuly 18, 2011
When you are engaged in a complex sales process in which you are meeting face-to-face with the potential buyers, you know how to interpret what…
Barbara Weaver SmithMay 25, 2011
Today's post is issue #3 of my blog series based on the 2011 edition of the Top Ten Small Business Trends from Small Business Labs. I'm analysing these…
Barbara Weaver SmithJanuary 10, 2011
In July, 2010, The Washington Post released a report called Top Secret America, an elaborate investigative piece about American companies that do Top Secret business with…
Barbara Weaver SmithDecember 10, 2010
The Whale Hunters Expert Series call on Wednesday, November 17, features a discussion of how to sell large contracts to the biggest of all whales--the…
Barbara Weaver SmithNovember 16, 2010