Attracting, landing and growing big accounts is both an art and a science. Many sales people aspire to big deal closer or rainmaker status but…
Barbara Weaver SmithJune 8, 2017
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…
Barbara Weaver SmithJanuary 2, 2017
Podcast link opens in new tab. KEY TAKEAWAYS Can $10-$20 million revenue companies afford to sell to customers globally? Barbara provides examples of how a…
Barbara Weaver SmithSeptember 20, 2016
“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…
Barbara Weaver SmithJune 28, 2016
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.…
Barbara Weaver SmithJune 24, 2016
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…
Barbara Weaver SmithMay 12, 2016
So excited to have my own track on the awesome Driving Ambition album produced by the inimitable Roy Smoothe in his Smoothe Mixx of words set to music. It's…
Barbara Weaver SmithNovember 10, 2014
You and your team are making a critical presentation to the buyers representing the company you hope to sign as your next big customer. You've…
Barbara Weaver SmithJune 29, 2014
In my continuing series on rehearsing for team sales presentations, today's post is about preparing for the tough questions. Sometimes you are tempted just to…
Barbara Weaver SmithJune 6, 2014
Yesterday I wrote about how you didn't need to use a slide deck in order to remember what to say in your presentation. Rather, I…
Barbara Weaver SmithMay 27, 2014
No slides. Really. NO SLIDES. Just TRY it . . . without SLIDES! This post is #2 in my series on 10 Reasons to…
Barbara Weaver SmithMay 22, 2014