“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
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…
Barbara Weaver SmithMay 1, 2016
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…
Barbara Weaver SmithOctober 19, 2015
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
On the Nimble blog: Hunting Whales with Nimble. How I use Nimble to go from CRM to DEALS. Find out more here: http://www.nimble.com/blog/whale-hunting-with-nimble/ Photo…
Barbara Weaver SmithMarch 6, 2014
Nobody trusts me with paper, least of all myself! I can lose stuff faster than you an put it on my desk. So I've…
Barbara Weaver SmithOctober 24, 2013
A new report from CSO Insights is their 2013 Sales Performance Optimization -- Sales Execution Analysis. This research study--19th in CSO's series--looked at more than…
Barbara Weaver SmithJuly 10, 2013
A version of this post was originally published at BlogWorld. Many large companies have rigid policies prohibiting employees from any business-related social media activity. If that’s your…
Barbara Weaver SmithMay 1, 2013
Are you developing your products and services in concert with your customers, or are you internally focused?
Barbara Weaver SmithNovember 6, 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
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