“Commoditization” represents a massive shift in the 21st century economy. It’s a kind of ugly word that reflects an even uglier situation. Many sellers are struggling to fight it. Are you unconsciously commoditizing your own products and services? A commodity is a product that markets demand but that is relatively undifferentiated by brand. Think of… Read More
About Barbara Weaver Smith
How to Show Up as a Strategic Adviser
Big company buyers are pushing sellers further towards the end of their buying process unless the sellers are prepared to be strategic decision-making partners. Can you get there quickly? Strategic account sellers—listen to what your buyers are saying: “Don’t keep coming at me with your script and demo. Learn to ask questions that get to… Read More
Involve Your Subject Matter Experts to Close Big Deals
By involving your company’s subject matter experts in your large account sales, you not only increase your potential to close big, complex deals, but you ensure a smooth transition from agreement to implementation as well. You are the salesperson pitching a big deal to a huge prospect. Seven buyers assemble across the mahogany conference room… Read More