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
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 SmithAugust 20, 2013
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 SmithJune 27, 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
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 SmithMay 1, 2013
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 SmithDecember 2, 2011
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 SmithNovember 17, 2011
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 SmithNovember 8, 2011
Are you developing your products and services in concert with your customers, or are you internally focused?
Barbara Weaver SmithNovember 6, 2011