Blog

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

Who’s the Hero of Your Story?

Have you ever known someone who made everything all about him? How did it make you feel? That’s how your prospects feel when you make …

What Separates Businesses That Thrive?

I’ve been fascinated with one question for a long time: Why do some businesses thrive at a time when others are struggling to survive? I …

New Article: You Don’t Need a Better Sales Process

I want to share an article I recently wrote for Composites Manufacturing Magazine, the official publication of the American Composites Manufacturers Association: “You Don’t Need …

New Article: Stand Apart in a Crowded Marketplace

I’m pleased to share a recent article I wrote for the Fabricator, the magazine of the Fabricators and Manufacturers Association, International: “Stand Apart in a …

The Competitor You Might Not Be Aware Of

Many companies—and sales reps—believe that they need to outpace the other players in their field to win business. While this is partially true, this viewpoint …

Why Your Sales Messaging Is Holding You Back, Not Your Sales Process

Often times when we’re faced with the kind of numbers I shared in this blog post, the typical company reaction is, “We need a better …

Are You Just Pushing Products?

Are you and your team really selling solutions? According to CSO Insights—a group that researches sales organizations and sales-driven organizations—in 2013, barely half of the …

How to Create Your Ideal Customer Profile

In my last blog post, I discussed how important it is to develop an in-depth understanding of your clients by creating an Ideal Customer Profile. …