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 had a very happy phone call today--the kind that pleases me more than all others. One of my clients called to report that on…
Barbara Weaver SmithJanuary 22, 2013
How you behave when you lose a sale reflects on the character of your business.
Barbara Weaver SmithAugust 25, 2011
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
Back in 1995, smiling and dialing was expected. A sales person was supposed to get names from trade shows, Thomas Register, Harris, etc. Then they…
Guest BloggerJuly 7, 2011
Many managers (whether in small, mid-sized or large businesses) who survived the very difficult last few years are working hard to come back strong. You…
Guest BloggerJuly 6, 2011
When I entered my junior year at Arizona State University, the last thing I thought I’d be doing was starting an entrepreneurial venture. But, when…
Guest BloggerMay 20, 2011
Recently all of you out in the blogosphere have been finding us via the search term “business development tactics.” Curiosity hasn’t killed this cat yet,…
Guest BloggerMay 9, 2011
Today I’d like to draw your attention to our latest case study. We’re very proud of the work done by Anita Grantham (one of our…
Guest BloggerMay 2, 2011
At the start each consulting engagement, the first piece of our process covered with clients is called the Brand Promise Audit. The goal of the…
Guest BloggerApril 25, 2011
I’ve always loved this quote by Jim Collins, "If you have more than 3 priorities then you don't have any." For today’s small business owners,…
Guest BloggerApril 18, 2011