Episode #044: Barbara Weaver-Smith

Selling Outcomes


Barbara Weaver-Smith

Barbara Weaver-Smith is an Author, a Speaker and a Consultant to companies who are looking to accelerate their growth. Barbara is the Founder and CEO of The Whale Hunters, which is a sales coaching company, Barbara is an active member of the Women Sales Professionals Group and is one of 64 Experts in the New Sales Experts Channel.

Key Takeaways From This Episode

[00.52] Barbara shares her journey into sales – Barbara the eldest of seven daughters, talks about her journey into teaching and eventually became a Dean, shares her journey from teaching into sales.

[01.50] How Has Selling Changed  – Today B2B sales is much more professional, technology has played a major part in many of the changes we have seen.

[05.15] The Key Attributes of a Modern Successful Sales Professional – Depends on the sales setting, in B2B – An ability to communicate in many different ways, You need to be Curious, You need an ability to analyze and synthesize, you need a good character, you need to be a good person.

[06.40] Barbara’s Top Three Sales Do’s and Don’ts – Do remember that you are ‘Selling Outcomes’, listen and learn, tell the truth.

[08.17] Barbara’s Most Satisfying Sales Pursuit and Lesson – Barbara shares a $5 Million non-profit grant pursuit.

[11.47] Barbara’s Advice to Her Younger Self – Barbara would have embraced sales sooner.

More About Barbara

What is your all time favourite sales-related movie?

Favourite sales related quote?
(Nothing comes to mind right now)

Which sales book has had the most positive impact on you?
Harvey Mackay’s How To Swim with the Sharks Without Being Eaten Alive

Who / What inspires you?
I am inspired by the women in my mastermind group. They are all business owners, who serve as a board of directors for one another, hold each other accountable and make our businesses grow and thrive.

What aspect of your own personal development are you most focussed on improving at the moment?
I am working with a personal trainer, in my second year—on some specific metrics and benchmarks for balance and strength, including swimming and walking along with training in the gym. I have a new Fitbit!

Hobbies, Interests?
I am a voracious reader— history, biography, historical fiction, legal mysteries, great contemporary fiction. I write a great deal for business—blog, articles, books.