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
Michael Miller, account representative with Pearson Digital Learning, had a sales territory consisting of exactly 25 customers, no more. Michael had n0 opportunity to…
Barbara Weaver SmithOctober 22, 2013
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 SmithAugust 21, 2013
If you have what Strategic Coach Dan Sullivan calls a "Unique Process," you are way ahead of your competition in differentiation. Your brand promise IS that…
Barbara Weaver SmithJuly 15, 2013
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 SmithJuly 10, 2013
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
I had a very happy phone call today--the kind that pleases me more than all others. One of my clients called to report that on…
Barbara Weaver SmithJanuary 22, 2013
Perhaps you know that one of The Whale Hunters key principles is that sales is 90% process and 10% magic, not the other way around.…
Guest BloggerJuly 28, 2011
Whale Hunting is a great strategy to grow your company fast. But even fast-growing companies make on average 80% of their revenue from existing clients.…
Barbara Weaver SmithJuly 19, 2011
When you combine expert facilitation with visual representations of the outcomes that were achieved in a collaborative manner, you have a living reminder of the…
Barbara Weaver SmithJuly 15, 2011
We believe that this old adage is for the most part true, but not quite so simple. Really, what ever really is so simple? Actually,…
Guest BloggerJune 20, 2011