Sales Enablement. Is it another buzzword gaining traction—distracting well-meaning sales leaders from more compelling issues—or a must-have sales strategy that will leave your team in…
Barbara Weaver SmithMarch 14, 2017
Trish Bertuzzi, my good friend who heads up The Bridge Group, has written an exceptionally detailed playbook for sales development, that part of the sales…
Barbara Weaver SmithMay 1, 2016
I am a big fan of the whole UPS campaign "I love logistics." The jingle, the visuals, the actual defining and claiming "logistics" as their…
Barbara Weaver SmithOctober 26, 2013
Nobody trusts me with paper, least of all myself! I can lose stuff faster than you an put it on my desk. So I've…
Barbara Weaver SmithOctober 24, 2013
Does your company have a unique capability? Something that only you can do or that few competitors do? If so, perhaps that is a unique…
Barbara Weaver SmithAugust 2, 2013
Testimonials from customers or supply-chain partners can serve as powerful differentiators. Building your brand on testimonials means you stand out from your competitors in customer…
Barbara Weaver SmithJuly 18, 2013
I've been working on a series of blog posts about ways to differentiate from your competitors, focused on 31 ways that you might choose to…
Barbara Weaver SmithJuly 13, 2013
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…
Barbara Weaver SmithJune 26, 2013
Everyone's heard of a "niche" market as one way to differentiate your company from others. Perhaps you sell business-to-business, and you sell only to schools,…
Barbara Weaver SmithJune 24, 2013
Are you one of the many executives who think social media is frivolous, trivial, and unrelated to your business? Think again! In this article, I…
Barbara Weaver SmithMay 31, 2013