The Whale Hunters constantly preach about the The Buyers' Table and the whale's fears. Understanding fear is a sales breakthrough. We have detailed processes to…
Barbara Weaver SmithApril 27, 2011
Today's blog post is brought to you by Kelley Robertson of Robertson Training Group in Canada. Thanks for contributing today Kelley! Navigating and negotiating a…
Guest BloggerApril 15, 2011
I think it’s important keep the growth conversation in check. The Whale Hunters process is all about smart growth. Each phase of our process is…
Guest BloggerApril 13, 2011
How many of you have worked for leaders that implement culture based on the last book they have read? If you are lucky, you may…
Guest BloggerApril 12, 2011
New York City: The Big Apple filled with big buildings, big businesses and big egos! The line “If you can make it here you can…
Guest BloggerMarch 29, 2011
Implementing needed, comprehensive change is hard. It’s really hard when it changes they way your company brings in revenue. As I’m finding with many small…
Guest BloggerMarch 4, 2011
To manage the handoff between sales and delivery, you may want to start with a checklist. The checklist is the next step up from a…
Guest BloggerJanuary 31, 2011
In this series on how to get real work done in meetings (and make more money!), the third principle is to clarify the purpose and…
Barbara Weaver SmithOctober 27, 2010
I am very pleased to have a guest blog post published at Venture Beat in the Entrepreneur Corner. It's all about how to refocus your…
Barbara Weaver SmithAugust 14, 2010
I circulated a new newsletter article today focused on how small companies can greatly improve their proposals--whether in response to RFPs or simply in their…
Barbara Weaver SmithAugust 5, 2010