Blog

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

5 Beliefs That Are Hurting Your Results

4 Beliefs That Are Hurting Your Marketing Results

If your marketing initiatives aren’t producing the results you’d hoped for this year, take a look at the following list of beliefs that might be …

Are You Stealing from Your Future?

If You’re Not Doing This, You’re Stealing from Your Future

In today’s fast-paced markets, the companies who excel are the ones who invest in innovation—and the education that sets the stage for rapid advancement. Where …

Are you creating an us vs them environment?

Are You Building an “Us” and “Them” Environment?

Although I try to avoid it at all costs, sometimes a consulting engagement can divide teams into "them" (the client) and "us" (the consultants). This …

Why Your Marketing Is Probably Focused on the Wrong Things

A research report from Forrester Research recently reported that, for the last 10 years, B2B marketing expenditures have increased faster than revenue growth. In other …

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 …