Whale Hunting Women
How Women Do Big Deals
By: Barbara Weaver Smith
ISBN 978-0-9822091-5-8
Publisher: The Whale Hunters LLC
"Whale Hunting women know how to win by practicing their natural talent for alignment", writes author Barbara Weaver Smith in her practical guidebook for women in sales and marketing Whale Hunting Women: How Women Do Big Deals. Using terminology that relates selling to and landing large corporate clients to whale hunting, the author takes the fear and mystery for out of approaching big companies with a well planned sales presentation.
Barbara Weaver Smith recognizes that women operating small business ventures may have reluctance to contact large corporations, referred to as whales, with sales calls. The author also understands the importance of gaining a huge account for a small company's bottom line. Indeed, Barbara Smith demonstrates that a landing very large customer can transform a small business in size and scope immediately. The author shows women entrepreneurs how to use a small portion of their sales and marketing budget to seeking out, and selling to the largest of companies.
Barbara Weaver Smith (photo left) points out that women business owners and managers bring unique collaborative and empathic skills to a sales presentation. Women are well suited to modern relationship building and marketing through listening to and understanding the specific needs of the large client. The author shows the reader how to move beyond fears of being seen as only a small company, and how to use collaborative approach to sales and marketing to appear much larger. Because the largest company contracts can be the most profitable, they lower the dependence on many smaller and more time consuming customers. The addition of a very large client also leads to adding even more large accounts, enabling the smaller company to outsource and partner with other smaller organizations to their benefit as well.
For me, the power of the book is the very straight forward approach, taken by Barbara Smith, to guiding business women toward locating, selling to, and closing deals with large companies. Through the insightful analogies, drawn from whale hunting, the author is able to illustrate the concepts more clearly. The book contains a blueprint for building a company that appears and performs well beyond its size. Through the powerful force of collaboration and working with others, and using women's natural listening and empathy, business women are suited naturally to closing large deals. At the same time, the author shows women how to rid themselves of fears and doubts, and becoming serious contenders for major corporate accounts.
I highly recommend Whale Hunting Women: How Women Do Big Deals by Barbara Weaver Smith, to any women business owners or managers who seek to transform their companies from small bit players to major sales and marketing organizations. Through practical and hands on advice, the author shows a clear path for landing those major corporate whales, and growing a small business into a much larger company.
Read Whale Hunting Women: How Women Do Big Deals by Barbara Weaver Smith, and discover the power and importance of devoting a small percentage of the sales and marketing budget on pursuing very large customers. Simply landing one of these whale sized clients will change a business bottom line overnight. Stop thinking like a minnow, and go after and land the whales.
