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
The next episode in my 12-part BrightTalk series takes place on February 20 at 11 am Eastern, 9 am Pacific, or On Demand at any…
Barbara Weaver SmithFebruary 19, 2019
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
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
So excited to have my own track on the awesome Driving Ambition album produced by the inimitable Roy Smoothe in his Smoothe Mixx of words set to music. It's…
Barbara Weaver SmithNovember 10, 2014
Barbara Weaver Smith and Lawrence L. Smith with winners of the Exit Planning Institute annual awards. The Whale Hunters are excited to be participating in…
Barbara Weaver SmithSeptember 30, 2014
Corporate philanthropy has been around for hundreds of years. From the town groceries running a line of credit for local families to the local…
Barbara Weaver SmithMarch 27, 2014
I'm guessing that at least half of the companies I've turned into Whale Hunters are 20 years old or older. And among those, almost…
Barbara Weaver SmithNovember 20, 2013
What kind of return on investment can you promise to your customers? If they buy your products and services, how is that going to impact…
Barbara Weaver SmithNovember 6, 2013
Here's another post in my continuing series on Crafting Your Brand Promise. Small business owners get a great deal of advice about how to avoid…
Barbara Weaver SmithNovember 5, 2013