#175: Barbara Weaver Smith- Systemised Companies Sell Bigger

February 6, 2023

In this week’s episode of the Scale Your Sales podcast, My guest is Barbara Weaver Smith Founder and CEO of The Whale Hunters. She helps midsize companies to do bigger deals with much bigger companies. 


Barbara is the award winning Author of Whale Hunting and Whale Hunting with Global Accounts. 


Barbara have landed a 300 million construction deal. Her work focuses on companies developing a cross-functional business development method that grows their revenue through large account sales and renewals. 


Welcome to Scale Your Sales podcast, Barbara Weaver Smith. 




01:22 -Small Companies Landing Big Deals While Competing with Big Companies. 


03:38 -How CEO’s think in Two Different Situations. 


06:18 -Breaking Down the Barriers to Focus on a Deal. 


08:08 -Landing the 300 Million Deal 


14:37 -Approach & Methodology to Win Big Deals 


17:23 -Customer Centric CEOs’ 


21:12 -How Does Vision and Purpose on Customers Works? 


22:28 -Important Things to Consider When Working With Other Business 


25:15-Breaking Through The Fear 

Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales.

Book Janice to speak virtually at your next event https://janicebgordon.com

LinkedIn: https://www.linkedin.com/in/janice-b-gordon 

Twitter: https://twitter.com/JaniceBGordon

Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast

More on the blog https://scaleyoursales.co.uk/blog

Instagram: https://www.instagram.com/janicebgordon 

Facebook: https://www.facebook.com/ScaleYourSalesJBG


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We work with Chief Revenue officers, Sales Leaders, and SaaS Founders identify their best-paying customers, retain more of them, and modernise for a customer and buyer-centric relationship.

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