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sales Archives - The Whale Hunters

shallowsGlobal AccountsKey Account ManagementLarge Account SalesSales Management

Alarming Feedback from Global Account Buyers

“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 Smith
Barbara Weaver SmithJune 28, 2016
Global AccountsKey Account ManagementLarge Account Sales

Know More to Sell Better

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 Smith
Barbara Weaver SmithJune 24, 2016
Link RecommendationsNews

Whale Hunters Wisdom Among Top 52 Blogs on Sales Efficiency

It was nice today to see the Whale Hunters Wisdom blog included in the list of top blogs covering sales efficiency announced by Docurated, a sales and…
Barbara Weaver Smith
Barbara Weaver SmithAugust 12, 2014
Business DealsLarge Account SalesRFPSales PresentationsSales Tips

Eight Ways to Own the Meeting

I'm writing a series of posts on "10 reasons to rehearse (and how)" focused on preparing to deliver a  group presentation for a large account…
Barbara Weaver Smith
Barbara Weaver SmithMay 19, 2014
Cold CallBusiness Development StrategyLink RecommendationsSales DevelopmentSmall Business AdviceSocial Media for Businesses

Social Selling: February 2014 Edition

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 Smith
Barbara Weaver SmithFebruary 7, 2014
Jim KeenanSales Tips

Guest Post at A Sales Guy

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 Smith
Barbara Weaver SmithJanuary 27, 2014
Brand PromiseBusiness Development TacticsSmall Business Growth

Build your brand on delivery? Why not!

I am a big fan of  the whole  UPS campaign "I love logistics."  The jingle, the visuals, the actual defining and claiming "logistics" as their…
Barbara Weaver Smith
Barbara Weaver SmithOctober 26, 2013
Anatomy of a Large Account SaleCase StudiesKey Account ManagementLarge Account SalesSmall Business Growth

Can you sell one customer $1M per year for nine years? Read our newest case!

  Michael Miller, account representative with Pearson Digital Learning, had a sales territory consisting of exactly 25 customers, no more. Michael had n0 opportunity to…
Barbara Weaver Smith
Barbara Weaver SmithOctober 22, 2013
Brand PromiseBusiness Development StrategyBusiness Development Tactics

Is There Method to Your Madness?

I've been working on a series of blog posts about ways to differentiate from your competitors, focused on 31 ways that you might choose to…
Barbara Weaver Smith
Barbara Weaver SmithJuly 13, 2013
Sales ManagementSales Process

Data to Drive Sales Execution Improvements

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 Smith
Barbara Weaver SmithJuly 10, 2013
Sales ProcessSales TipsSmall Business Advice

Generate the Lead–Then What?

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 Smith
Barbara Weaver SmithJuly 9, 2013
Too LateBrand PromiseSales TipsSmall Business AdviceSmall Business Growth

Do you deliver “timeliness?”

  Is timeliness an important part of your service? A good way for small companies to differentiate is by using their agility and flexibility to…
Barbara Weaver Smith
Barbara Weaver SmithJune 27, 2013
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