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Alarming Feedback from Global Account Buyers

By Barbara Weaver Smith / June 28, 2016 / 0 Comments
“What global account buyers are saying is: we are tired of sellers who are shallow. Who are focused on their products and solutions and what they can do. We want sellers who will help us devise and achieve strategic outcomes.”...
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Know More to Sell Better

By Barbara Weaver Smith / June 24, 2016 / 2 Comments
Thanks to Connie Kadansky, the Sales Call Reluctance Coach, for a great interview on Blog Talk Radio about how to know more to sell more. Connie says, "Even with the recent Brexit vote, you cannot deny that we are a...
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Big Sales Presentations–Rehearsal Required

By Barbara Weaver Smith / May 16, 2014 / 2 Comments
You’ve made the cut! Your proposal was selected, and now you’re on the short list to present in person. You get the call on Thursday; they want you and your team at their place next Tuesday for a 45-minute presentation....
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Buy the Sales Development Playbook

By Barbara Weaver Smith / May 1, 2016 / 0 Comments
Trish Bertuzzi, my good friend who heads up The Bridge Group, has written an exceptionally detailed playbook for sales development, that part of the sales process that is so often treated superficially. I love how it integrates seamlessly with The...
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7 Steps to Powerful Case Studies

By Barbara Weaver Smith / August 3, 2013 / 1 Comment
In my continuing series on brand differentiation, today's post focuses on the value of case studies in building your brand. Prospective customers really like to read compelling case studies about how your customers have engaged with you and achieved certain...
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Are You Leaving Millions in Your Global Accounts Bucket?

By Barbara Weaver Smith / May 12, 2016 / 0 Comments
If you've been a whale hunter for awhile, chances are you have a few global accounts-- big customers who do business all over the world. Almost all of my whale hunting clients have  business with global companies. The list of their...
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Review of Whale Hunting with Global Accounts

By Barbara Weaver Smith / May 18, 2016 / 0 Comments
Lisa Magnuson, Corporate Sales Strategist and founder of Top Line Sales, is one of the fourteen sales experts who contributed to my newest book, Whale Hunting with Global Accounts: Four Critical Sales Strategies to Win Global Customers. I think you'll enjoy...
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Who Helped Me the Most in 2016? Lisa Magnuson, That’s Who!

By Barbara Weaver Smith / January 1, 2017 / 2 Comments
My friend Keenan, —came up with a super holiday meme to get a bunch of people to write about the person who had the biggest impact on our life in 2016—and share it with #HelpedMe2016 so we can flood social...
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New in 2017: The Sales Experts Channel

By Barbara Weaver Smith / January 2, 2017 / 0 Comments
  The Whale Hunters are participating in The Sales Experts Channel, presenting FREE, high-quality sales content live and on-demand from 64 experts, including me! This service is all new for 2017 but you'll find bonus content already locked and loaded...
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Buy Sales Management. Simplified. by Mike Weinberg

By Barbara Weaver Smith / October 19, 2015 / 0 Comments
  If you’ve ever been a sales manager, or if you work for a sales manager, or if a sales manager reports to you, or if you’re the manager of operations or finance or marketing or customer service or R&D...
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