Blog - The Whale Hunters

Have You Lost Your Innovation Edge?

It’s always been hard for small and midsize companies to win large account business against large competitors. Big corporations have big marketing budgets, professional capture…

Barbara Weaver SmithJanuary 3, 2021

Business Deals Business Development Strategy Global Accounts Large Account Sales Small Business Growth

How Big Sales to Big Companies Are Different

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

Key Account Management Large Account Sales

New Account Growth Technology Tools

Technology tools to manage account growth of large B2B clients have been missing from the market in versions that are both powerful and affordable for…

Barbara Weaver SmithNovember 15, 2020

Big Growth Summit Business Development Strategy Business Development Tactics Growth Ecosystem Link Recommendations News

You Can Still Attend a Great Sales Conference This Year

Barbara Weaver SmithAugust 6, 2020

Large Account Sales

Selling Cybersecurity Solutions to Large Accounts

Sales executives who are selling cybersecurity solutions and products have a multitude of challenges. Whereas 15 years ago there were only a dozen major solution…

Barbara Weaver SmithOctober 24, 2019

Business Development Strategy Small Business Advice Small Business Growth

Cybersecurity Awareness at The Whale Hunters

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

Key Account Management Large Account Sales Sales Tips

Recommended: #SalesTruth by Mike Weinberg

I want to call Mike Weinberg's new book #SalesTruth for Whale Hunters because it so perfectly aligns with my belief system! I don’t mean to…

Barbara Weaver SmithJune 10, 2019

Link Recommendations Podcasts

Sales 3.0 – The Future of Sales

I enjoyed a conversation with Sangram Vajre, host of the #FlipMyFunnel Podcast, about Sales 3.0 and the future of sales. Sangram founded Terminus, a successful…

Barbara Weaver SmithApril 9, 2019

Large Account Sales Link Recommendations Small Business Advice

Selling Upmarket: 11 Books for Large Account Sales

Whale Hunting debuted as a business development model for small and midsize B2B companies in 2006. I co-authored the definitive guide in 2008 with Whale…

Barbara Weaver SmithMarch 27, 2019

Whale Hunters Wisdom