Topics and Activities

  • 1

    Prepare for the Program

    • Welcome!

    • Course Journal

    • Lesson 1: Time Travel

    • Worksheet: Whale Hunting Culture

    • Lesson 2: Your Village, Your Boat

    • Lesson 3: Build Your Whale Hunting Process

    • Worksheets: Sales Process
  • 2

    Build Your Process

    • Lesson 4: Be Worth 6-Figures--One

    • Lesson 5: Be Worth 6-Figures -- Two

    • Worksheets: Build Your Process
  • 3

    Become a Peer

    • Lesson 6: Lose the Minnow Mindset

    • Lesson 7: Control the Lens

    • Worksheets: Become a Peer
  • 4

    Overcome Whale Fears

    • Lesson 8: Whales Are Afraid of You

    • Lesson 9:Identify Your Fear Busters

    • Lesson 10: Create Your Fear Busters Development Plan

    • Worksheets: Overcome Whale Fears

    • How's the course going for you so far?
  • 5

    Find Your "Right" Whales

    • Lesson 11: Develop Your Target Filter

    • Target Filter Template

    • Lesson 12: Find Ideal Whales

    • Lesson 13: Build Dossiers

    • Worksheet: Dossier
  • 6

    Open a Big Door

    • Lesson 14: Choose Your Target Client

    • Lesson 15: Locate Key Contacts

    • Lesson 16: Identify Whale Signs

    • Worksheets: Open a Big Door
  • 7

    Hunt Your Whale

    • Lesson 17: Get Strategic Insights

    • Lesson 18: Design Your Meeting Plan

    • Lesson 19: Polish Your Process

    • Lesson 20: Have Your First Meeting

    • Worksheets: Hunt Your Whale
  • 8

    Ride Your Whale

    • Lesson 21: Discover the Buyers' Table

    • Lesson 22: Follow Your Sales Process

    • Lesson 23: Create Your 6-Figure Proposal

    • Lesson 24: Make Your Presentation

    • Worksheets: Ride Your Whale
  • 9

    Land Your Whale

    • Lesson 25: Negotiate the Contract

    • Lesson 26: Bring Your Client Onboard!

    • Worksheets: Land Your Whale

About Your Instructor

Founder and CEO, The Whale Hunters, Inc.

Barbara Weaver Smith

Hi! I am  founder and CEO of The Whale Hunters, a remarkable business dedicated to helping small and midsize companies land big deals with big customers--bigger companies and corporations that can do deals 10x or 20x their current average deal size. I wrote the seminal book on this topic-- Whale Hunting: How to Land Big Sales and Transform Your Company (Wiley 2008)-- and I've personally, successfully, guided more than 50 companies through The Whale Hunters Process to grow their businesses. Now, for the first time ever, I'm presenting my complete system in a version engineered for solopreneurs and small biz entrepreneurs with fewer than 10 employees who want to get on the growth path. My clients grow their companies, reduce their cost of sale, increase their margins, and do more business with their current big customers. They take their business to a whole new level of success and professionalism, and with this new program--you will too!

Endorsements

@SmallBizLady

Melinda Emerson

Even as a seasoned business owner, I learned a ton from her.

Account Executive

Michael Miller

Barbara has been there for coaching and support as I have brought in many huge deals.

Founder, The Solid-Six Blueprint

Dianna Geairn

What I was giving away for free before is now a set of assets that I sell!