Does your big customer want to see your process--but you don't actually have one yet? Watch this quick video on what to do next.
Barbara Weaver SmithNovember 8, 2018
Almost every RFP asks you to define or explain your business process for something or other. Here are a few of the recent ones that…
Barbara Weaver SmithAugust 20, 2017
“What global account buyers are saying is: we are tired of sellers who are shallow. Who are focused on their products and solutions and what…
Barbara Weaver SmithJune 28, 2016
My friend and colleague Jim Keenan featured on HIS blog The Whale Hunters new infographic on Team Selling. Thank you, Jim! I hope you…
Barbara Weaver SmithMarch 12, 2014
A few weeks ago I wrote about Nimble, a really good (and simple) social media CRM tool which we use at The Whale Hunters--read…
Barbara Weaver SmithJanuary 7, 2014
Here's another post in my continuing series on Crafting Your Brand Promise. Small business owners get a great deal of advice about how to avoid…
Barbara Weaver SmithNovember 5, 2013
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
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
No, I am not rushing the holiday season. I am talking about products and how they can represent your brand, in the continuing series…
Barbara Weaver SmithSeptember 27, 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
In my continuing series on differentiating your brand, I'm writing today about references and how you can develop them as a powerful way to stand…
Barbara Weaver SmithJuly 19, 2013