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
I have the privilege today of being a guest blogger for Jim Keenan, A Sales Guy. My post is called What Do Kevin Hart, Aristotle,…
Barbara Weaver SmithJanuary 27, 2014
Here's another post in my continuing series on Crafting Your Brand Promise. Small business owners get a great deal of advice about how to avoid…
Barbara Weaver SmithNovember 5, 2013
In my continuing series on differentiating your brand, I'm writing today about references and how you can develop them as a powerful way to stand…
Barbara Weaver SmithJuly 19, 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
Everyone's heard of a "niche" market as one way to differentiate your company from others. Perhaps you sell business-to-business, and you sell only to schools,…
Barbara Weaver SmithJune 24, 2013
A few days ago we had an air conditioning company come to the house for a seasonal check-up of our system. The guy who came…
Barbara Weaver SmithJune 22, 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
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
I highly recommend Jill Konrath and Ardeth Albee's new eBook: Cracking the LinkedIn Sales Code. When The Whale Hunters work with our clients, we always…
Barbara Weaver SmithApril 23, 2013