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
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;…
Barbara Weaver SmithMay 16, 2014
Cold Call My monthly blog post for Nimble this month features connection as the substitute for cold calling. Here's the link. If you want…
Barbara Weaver SmithFebruary 7, 2014
Too many small companies try to be all things to all people. Well, we can do this, and that, and the other thing too!…
Barbara Weaver SmithAugust 20, 2013
I had a very happy phone call today--the kind that pleases me more than all others. One of my clients called to report that on…
Barbara Weaver SmithJanuary 22, 2013
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
I'm up to #6 of my Ten Ways to Lose . . . Even When You're the Best. Here's one that I see far too…
Barbara Weaver SmithNovember 2, 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
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
So what’s the lesson? The asset is a customer walks into your office. How much more of an asset do you want? So don’t blow…
Guest BloggerOctober 17, 2011
Chad Root discusses why marketing should not be left to your sales department.
Guest BloggerSeptember 20, 2011