On the Nimble blog: Hunting Whales with Nimble. How I use Nimble to go from CRM to DEALS. Find out more here: http://www.nimble.com/blog/whale-hunting-with-nimble/ Photo…
Barbara Weaver SmithMarch 6, 2014
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
Great brands are built through focus. It's often very hard for a small company, especially a young one, to limit its concept of "who is…
Barbara Weaver SmithJune 20, 2013
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
Are you developing your products and services in concert with your customers, or are you internally focused?
Barbara Weaver SmithNovember 6, 2011
Even when you have the best solution, if you overkill with your message you will not win the sale.
Barbara Weaver SmithOctober 31, 2011
When you have rigid rules for customers, you will lose business.
Barbara Weaver SmithOctober 26, 2011
I have several clients whose products and services are demonstrably better than those of their competitors, based on independently verifiable measures. Nevertheless, these clients do…
Barbara Weaver SmithOctober 18, 2011
How well you prepare customer service representatives has everything to do with your brand.
Barbara Weaver SmithOctober 3, 2011
Occasionally my sales fantasies turn into realities. When it happens, it’s so easy to be seduced by this low-hanging fruit. Outwardly, I try to appear…
Guest BloggerSeptember 16, 2011
If your perspective is outbound on the customer, you need to change your viewpoint. See and understand the world from the client’s perspective, internalize what…
Guest BloggerSeptember 15, 2011