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Why You Scare Big Companies Away

The Whale Hunters

Thursday, February 24, 2011 from 12:00 PM to 1:00 PM (EST)

Why You Scare Big Companies Away

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Big companies are afraid of you if you are small.  They prefer to hire other big companies whose business rules and processes and procedures are similar to their own.  It’s not that they don’t know the advantages small companies can offer—speed, agility, innovation, and personal attention—but they would rather choose a familiar solution that will work rather than the very best up-to-the minute solution that you’ve offered.

In this webinar, The Whale Hunters Founder Dr. Barbara Weaver Smith explains what frightens big companies about doing business with small companies and delivers tools and methods for you to overcome those fears.

You will learn:

  • The four fears that big companies have about small companies:
  • How to analyze the specific fears they will have about you
  • What methods you need to overcome the fears
  • How to engage your team in this process
  • How to develop your “fear-buster” tools
  • How to prioritize what you need soonest
  • How to use the “fear busters” in your sales process

Business Development Outcomes:
How to avoid deals if you cannot allay the fears
Greatly improved marketing and sales collateral
Positioning to come in first, not second

About the Presenter
Dr. Barbara Weaver Smith is the founder and president of The Whale Hunters®, a strategic sales coaching company that helps small businesses grow fast by selling bigger deals to bigger customers.  Barbara is co-author of Whale Hunting: How to Land Big Sales and Transform Your Company (Wiley, 2008), Winning Whales with an RFP,  and several more books and collections.  Barbara is a frequent keynote speaker and workshop presenter on the art of developing a fast growth sales process and culture.

You have two ways to access this webinar:
• Become a premium member of Pier9, The Whale Hunters online community, and access all webinars for only $29.99 per month or $299 per year. Want to learn more? Click here for more information about Premium Membership to Pier9.

• Sign up for this webinar only at a fee of $99. Register below!

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"The Whale Hunting methodology matches perfectly with our collaborative corporate culture and our desire for growth. The team interaction and brainstorming throughout the day was invigorating and powerful. The Whale Hunting process helped us create a clear picture of the company’s vision.  We are very passionate and excited to take the knowledge learned during our first workshop together in order to creating a winning methodology for success!”  

- Cynthia Wrasman, Vice President of Operations, Soilworks

Have questions about Why You Scare Big Companies Away? Contact The Whale Hunters


Thursday, February 24, 2011 from 12:00 PM to 1:00 PM (EST)

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The Whale Hunters

The Whale Hunters is a strategic sales coaching company that helps businesses grow fast by making bigger sales to bigger customers.

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