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
For a long time, I’ve been exhorting clients to be certain that the sales team is selling what the operations or implementation team plans to…
Barbara Weaver SmithJuly 12, 2011
Earlier this week, in the blog post by @jolewitz he talks about how critical people are to a business’ success. In the comments he and…
Guest BloggerJuly 8, 2011
There are natural advantages women bring to the B2B sales process including their ability to read a room and understand what’s going on inside a…
Guest BloggerJune 14, 2011
The trickiest part of whale hunting for small and midsize companies is to capture your sale: deliver your products and services as promised once you’ve…
Guest BloggerJune 7, 2011
At some point in your sales process, your team will deliver “the big pitch.” This event could take place at your place of business or…
Guest BloggerMay 16, 2011
I can’t tell you how many owners and CEOs I talk to who are looking for a rock star with a rolodex to save their…
Barbara Weaver SmithMay 14, 2011
As this economy brings changing market conditions, the process of scouting, or honing in on the preferred customer, becomes essential. It is the dedication to…
Guest BloggerMay 13, 2011
You remember the old commercials – when you were asked to make a forced choice between two good options? In syncing up with your prospect,…
Guest BloggerApril 29, 2011
The Whale Hunters constantly preach about the The Buyers' Table and the whale's fears. Understanding fear is a sales breakthrough. We have detailed processes to…
Barbara Weaver SmithApril 27, 2011
Today's blog post is brought to you by Kelley Robertson of Robertson Training Group in Canada. Thanks for contributing today Kelley! Navigating and negotiating a…
Guest BloggerApril 15, 2011