Blog

In the posts below, Kevin McArdle offers his thoughts on moving your business forward with actionable, practical steps to create traction.

Don’t Go into Your Next Sales Conversation Without the Answers to These Four Questions

In my last post, I discussed how many sales professionals’ research misses the mark by focusing too strongly on individual characteristics, rather than the business …

Prospect Research: Are You Wasting Your Time?

Many B2B sales people spend significant time getting familiar with the specific needs and personal characteristics of the prospective buyers they meet with. However, it’s …

Are You Asking the Right Questions?

Nine Provocative Questions That Create Winning Conversations

Asking every client the same 20 diagnostic or assessment questions is a comfort zone approach that has been taught for the past 30 years. However, …

Are you asking the right questions?

One Test to Determine Whether Your Sales Call Was a Winner or a Loser

After 30 years of research and consulting, I’m hearing one complaint from executives more and more. They’re tired of the traditional diagnostic questioning methodologies. Not …

The Four Things You Must Accomplish in Every Customer Conversation to Win More Deals

To close more deals in a competitive market, you need to stand out from your competition. This all starts with positioning yourself not just as …

Stand Out from the Competition

The Secret to Stealing Business Away from Your Competition

In today’s highly competitive world, you absolutely must differentiate yourself from your competition or you’ll lose out on many of your opportunities to close new …

The Power of a Mastermind

Leveraging the Power of the Collective

In the course of 30+ years in business, working with hundreds of clients and companies, I’ve noticed four traits that separate successful people from the …

Leveraging the 4 Types of Insights in Your Business

My last couple of blog posts have talked about how powerful insight-based selling can be to move your prospective customers to action. To help you …