“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
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 SmithAugust 12, 2014
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 SmithMay 19, 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
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
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 SmithOctober 26, 2013
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 SmithOctober 22, 2013
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 SmithJuly 13, 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
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 SmithJune 27, 2013