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Small Business Growth

Brand PromiseBusiness Development TacticsSmall Business Growth

Build your brand on delivery? Why not!

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 Smith
Barbara Weaver SmithOctober 26, 2013
Anatomy of a Large Account SaleCase StudiesKey Account ManagementLarge Account SalesSmall Business Growth

Can you sell one customer $1M per year for nine years? Read our newest case!

  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 Smith
Barbara Weaver SmithOctober 22, 2013
Key Account ManagementSmall Business Growth

Key Account Sales and Management

Today's post is a bi-weekly article delivered via the free Whale Hunters Wisdom newsletter. If you're not already a subscriber, I invite you to sign up--just…
Barbara Weaver Smith
Barbara Weaver SmithAugust 21, 2013
Narrow Your FocusBrand PromiseBusiness Development StrategySales DevelopmentSmall Business Growth

Narrow Your Service/Build Your Brand

  Too many small companies try to be all things to all people. Well, we can do this, and that, and the other thing too!…
Barbara Weaver Smith
Barbara Weaver SmithAugust 20, 2013
Too LateBrand PromiseSales TipsSmall Business AdviceSmall Business Growth

Do you deliver “timeliness?”

  Is timeliness an important part of your service? A good way for small companies to differentiate is by using their agility and flexibility to…
Barbara Weaver Smith
Barbara Weaver SmithJune 27, 2013
Brand PromiseBusiness Development TacticsSales ProcessSales TipsSmall Business AdviceSmall Business Growth

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…
Barbara Weaver Smith
Barbara Weaver SmithJune 26, 2013
Brand PromiseBusiness Development StrategyBusiness Development TacticsSales TipsSmall Business AdviceSmall Business Growth

Is Your Market a Niche or a Crater?

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 Smith
Barbara Weaver SmithJune 24, 2013
LinkedIn NetworkBusiness Development StrategyBusiness Development TacticsLink RecommendationsSales ProcessSales TipsSmall Business AdviceSmall Business Growth

How to Scout Whales on LinkedIn

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 Smith
Barbara Weaver SmithMay 31, 2013
Business Development StrategyBusiness Development TacticsSales ManagementSmall Business AdviceSmall Business Growth

Promote Your Employees on LinkedIn

A version of this post was originally published at BlogWorld. Many large companies have rigid policies prohibiting employees from any business-related social media activity. If that’s your…
Barbara Weaver Smith
Barbara Weaver SmithMay 1, 2013
Fatal Sales FailuresSales ProcessSales TipsSmall Business Growth

Fear: The Buyers’ Emotion

Often you and the whole team are totally focused on the great advantages that you provide with your products and services. You consistently make a…
Barbara Weaver Smith
Barbara Weaver SmithDecember 2, 2011
Business Development StrategyBusiness Development TacticsSales DevelopmentSales TipsSmall Business AdviceSmall Business Growth

Ah Complacency. It’s a Killer!

Whenever you hold the position of "the best" for a period of time, you become vulnerable to many kinds of attacks. You can't afford for…
Barbara Weaver Smith
Barbara Weaver SmithNovember 17, 2011
Business Development TacticsLarge Account SalesSales ProcessSales TipsSmall Business AdviceSmall Business Growth

Is Your Company Bashful?

Is your company too modest? Before the customer makes the final decision to buy from you, they want to know in some detail what sets…
Barbara Weaver Smith
Barbara Weaver SmithNovember 8, 2011
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