Whenever you hold the position of "the best" for a period of time, you become vulnerable to many kinds of attacks. You can't afford for…
Barbara Weaver SmithNovember 17, 2011
Even when you have the best solution, if you overkill with your message you will not win the sale.
Barbara Weaver SmithOctober 31, 2011
Complexity in the sales story is a common flaw of young companies as they are growing. You're afraid to turn away any business, so you…
Barbara Weaver SmithOctober 24, 2011
It's not a good thing if you don't have any competitors; it means you don't have a market. What can you do about it?
Barbara Weaver SmithOctober 20, 2011
I have several clients whose products and services are demonstrably better than those of their competitors, based on independently verifiable measures. Nevertheless, these clients do…
Barbara Weaver SmithOctober 18, 2011
Occasionally my sales fantasies turn into realities. When it happens, it’s so easy to be seduced by this low-hanging fruit. Outwardly, I try to appear…
Guest BloggerSeptember 16, 2011
Strong workplace relationships among leaders and their employees are vital to a healthy organization. Gallup found that no single factor more clearly predicts the productivity…
Guest BloggerAugust 15, 2011
Video interviews with business leaders on how they evaluate and manage risk.
Barbara Weaver SmithAugust 10, 2011
Perhaps you know that one of The Whale Hunters key principles is that sales is 90% process and 10% magic, not the other way around.…
Guest BloggerJuly 28, 2011
Nothing is more critical to the sustainable success of a business than its abilities to galvanize the organizational team around their accountabilities for growth. While…
Guest BloggerJuly 20, 2011