Blog

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

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. …

Do You Have An Ideal Customer Profile?

Many of the executives and business leaders I work with display impressive expertise surrounding their product, service and/or solution. However, when it comes to understanding …

Are you the clear winner?

Are You the Obvious Choice for Your Prospects and Customers?

Everyone knows you’re supposed to have a competitive advantage. In fact, it’s impossible to dominate your market without one. So clearly, a competitive advantage is …

How to Respond to “I Want a Lower Price!”

If I were in Procurement, and I were negotiating a deal with you, the seller, I would be a fool not to ask for a …