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Leadership

Dr. Barbara Weaver Smith

Dr. Barbara Weaver Smith

Founder and CEO

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Lawrence L Smith, Ph.D.

Dr. Lawrence L. Smith

President

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Dr. Ray Weaver

Dr. Ray Weaver

Executive Consultant

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From the blog...

Whale Hunting Practice #21: Energize Your Presentations

 At one or more points in your sales process, you will make a live presentation.  Buyers participate in these pitches all the time–how will you ...
Reference

5 Ways to Build Brand with References

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 ...

Coverage Maps – A Tool to Navigate the Complex Sale

Let‘s say you want to get a bigger client. Like a huge international group. And you want to sell something, that is so big, that ...
Small businessman needs confidence.

How To Approach a Big Company Executive with Confidence

  As an executive or salesperson representing a small company,  learn to approach big company executives with confidence. These are people whom you don’t know, ...

Five Key Elements of an Initial Sales Call

Here are five key points to consider in preparation to make your initial call on a prospective customer. No, they're not about putting brochures in ...

Brand Your Company on Outcomes

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 ...