“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
Yesterday I wrote about how you didn't need to use a slide deck in order to remember what to say in your presentation. Rather, I…
Barbara Weaver SmithMay 27, 2014
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
I'm happy to recommend a new book by my friend and colleague Nancy Bleeke--all about how to have "collaborative conversations" with your prospective customers. As…
Barbara Weaver SmithJuly 9, 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
A few days ago we had an air conditioning company come to the house for a seasonal check-up of our system. The guy who came…
Barbara Weaver SmithJune 22, 2013
What is it that makes your company special? How are you different? Why should a customer buy from you rather than from someone else? Learning…
Barbara Weaver SmithJune 19, 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