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small business growth Archives - The Whale Hunters

Humpback Whale JumpingBusiness Development StrategyLarge Account Sales

5 New Years Resolutions for Large Account Sellers

The whales are on winter vacation in warm oceans.  They are playing, breeding, frolicking and entertaining tourists for a couple of months.  But before long,…
Barbara Weaver Smith
Barbara Weaver SmithJanuary 2, 2019
large account selling processBusiness Development StrategyLarge Account SalesSmall Business Growth

When large account selling is like whale hunting—and when it is not!

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 Smith
Barbara Weaver SmithDecember 10, 2017
runnerBusiness Development StrategyFatal Sales FailuresLarge Account SalesSmall Business Growth

The Earn-It Trap

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 Smith
Barbara Weaver SmithOctober 30, 2017
Global AccountsKey Account ManagementLarge Account Sales

Know More to Sell Better

Thanks to Connie Kadansky, the Sales Call Reluctance Coach, for a great interview on Blog Talk Radio about how to know more to sell more.…
Barbara Weaver Smith
Barbara Weaver SmithJune 24, 2016
Global CompanyNews

The Whale Hunters Global Accounts Initiative

  The Whale Hunters has always focused on your company's growth by means of bigger deals with bigger customers. And we've always emphasized that whales…
Barbara Weaver Smith
Barbara Weaver SmithFebruary 6, 2015
Brand PromiseSmall Business AdviceSmall Business GrowthTrust

Are You a Giver? Philanthropy and Your Brand

  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 Smith
Barbara Weaver SmithMarch 27, 2014
Sales GrowthBrand PromiseSmall Business AdviceSmall Business Growth

Can your ROI carry your brand?

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 Smith
Barbara Weaver SmithNovember 6, 2013
Key Account ManagementSmall Business Growth

Key Account Sales and Management

Today's post is a bi-weekly article delivered via the free Whale Hunters Wisdom newsletter. If you're not already a subscriber, I invite you to sign up--just…
Barbara Weaver Smith
Barbara Weaver SmithAugust 21, 2013
Narrow Your FocusBrand PromiseBusiness Development StrategySales DevelopmentSmall Business Growth

Narrow Your Service/Build Your Brand

  Too many small companies try to be all things to all people. Well, we can do this, and that, and the other thing too!…
Barbara Weaver Smith
Barbara Weaver SmithAugust 20, 2013
ReferenceBusiness Development StrategySales TipsSmall Business Advice

5 Ways to Build Brand with References

In my continuing series on differentiating your brand, I'm writing today about references and how you can develop them as a powerful way to stand…
Barbara Weaver Smith
Barbara Weaver SmithJuly 19, 2013
Sales ManagementSales Process

Data to Drive Sales Execution Improvements

A new report from CSO Insights is their 2013 Sales Performance Optimization -- Sales Execution Analysis. This research study--19th in CSO's series--looked at more than…
Barbara Weaver Smith
Barbara Weaver SmithJuly 10, 2013
Too LateBrand PromiseSales TipsSmall Business AdviceSmall Business Growth

Do you deliver “timeliness?”

  Is timeliness an important part of your service? A good way for small companies to differentiate is by using their agility and flexibility to…
Barbara Weaver Smith
Barbara Weaver SmithJune 27, 2013
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