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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...

What are YOU Waiting For?

This week’s newsletter is about the excuses that we have for not taking action today on a strategy that we believe in.  No time, not ...

Build your brand on delivery? Why not!

Some years ago  UPS introduced a campaign “I love logistics.”  They had a jingle,  visuals, and actually  defined and claimed “logistics” as their own. They  ...

Novel Ways to Help Employees Understand the Need for Change

When you combine expert facilitation with visual representations of the outcomes that were achieved in a collaborative manner, you have a living reminder of the ...
big companies

Whale Hunting in the Era of Sales 3.0

Whale Hunting is about landing the kinds of deals that change a company’s trajectory—big sales to big companies. And many small and midsize B2B firms ...

Company’s Coming

If company’s coming to your facility, do everything you can to mitigate the whale’s fear.

What’s the Big Deal?

In whale hunting, we talk about a whale as a deal that is 10 to 20 times the size of your average deal.  Several people ...