Fears, we all have them but as a sales professional, how do you overcome this fundamental emotion? Join us as we uncover practical ways for…
Barbara Weaver SmithMay 21, 2017
Sales Enablement. Is it another buzzword gaining traction—distracting well-meaning sales leaders from more compelling issues—or a must-have sales strategy that will leave your team in…
Barbara Weaver SmithMarch 14, 2017
Selling Power TV Gerhard Gschwandtner Filmed at Sales 2.0 Conference in San Francisco 2016
Barbara Weaver SmithAugust 11, 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
My friend and colleague Jim Keenan featured on HIS blog The Whale Hunters new infographic on Team Selling. Thank you, Jim! I hope you…
Barbara Weaver SmithMarch 12, 2014
Oh, I know, you’re a seller, not a grammarian! You hated English 101—so irrelevant! Well, I was once your English prof*, and here I am,…
Barbara Weaver SmithJanuary 10, 2014
If you have what Strategic Coach Dan Sullivan calls a "Unique Process," you are way ahead of your competition in differentiation. Your brand promise IS that…
Barbara Weaver SmithJuly 15, 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
I'm happy to recommend a new book by my friend and colleague Nancy Bleeke--all about how to have "collaborative conversations" with your prospective customers. As…
Barbara Weaver SmithJuly 9, 2013
Focusing on the outcomes of your work for customers can promote a clear differentiation from competitors. All buyers are interested in the end result--what will…
Barbara Weaver SmithJune 26, 2013
Are you one of the many executives who think social media is frivolous, trivial, and unrelated to your business? Think again! In this article, I…
Barbara Weaver SmithMay 31, 2013