Barbara Weaver Smith

About Barbara Weaver Smith

Founder and CEO of The Whale Hunters, Barbara Weaver Smith helps B2B companies grow fast by making bigger sales to bigger customers. Barbara’s eclectic career as a professor, dean, and president of a statewide nonprofit agency for civic engagement provided priceless opportunities to lead disparate, passionate, groups of business executives, educators, legislators and philanthropists through messy joint ventures to accomplish great new things for their communities—big deals, big money.

Are You Making Your Sale a Commodity?

19 February 2020 by Barbara Weaver Smith

“Commoditization” represents a massive shift in the 21st century economy. It’s a kind of ugly word that reflects an even uglier situation. Many sellers are struggling to fight it. Are you unconsciously commoditizing your own products and services? A commodity is a product that markets demand but that is relatively undifferentiated by brand. Think of… Read More

How to Show Up as a Strategic Adviser

8 April 2019 by Barbara Weaver Smith

Big company buyers are pushing sellers further towards the end of their buying process unless the sellers are prepared to be strategic decision-making partners. Can you get there quickly? Strategic account sellers—listen to what your buyers are saying: “Don’t keep coming at me with your script and demo. Learn to ask questions that get to… Read More

Involve Your Subject Matter Experts to Close Big Deals

5 September 2019 by Barbara Weaver Smith

By involving your company’s subject matter experts in your large account sales, you not only increase your potential to close big, complex deals, but you ensure a smooth transition from agreement to implementation as well. You are the salesperson pitching a big deal to a huge prospect. Seven buyers assemble across the mahogany conference room… Read More