Blog

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

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 …

Three Steps to Creating Insights That Drive Action

In my last post, I discussed how powerful insights can be for shortening your sales cycle. Using insights effectively in your sales process all comes …

What Are Insights? And How Can They Help Your Sales Team Close More Deals?

There has been a lot of talk lately about insights and how they can be used within the sales process. When they’re used correctly, insights …

You Get Delegated Down to the Person You Sound Like

A recent study from CSO Insights found that executives believe that 88% of sales people that they meet with are very competent talking about their …

Understanding the Mind of the Executive to Get Better Access and Quicker Decisions

As I mentioned in my last post, more and more buying decisions are relying on C-level involvement and approval. When your team is ready to …

3 Reasons Your Team May Be Struggling to Reach the Decision Maker

There has been some great research done recently by Forrester Research and Sirius Decisions that I wanted to call your attention to. Recently, they found …

How to Become a “Must Have” for Your Customers

On a recent webinar I held, one of the members of the audience asked the following question: “We have a state of the art facility. …

Should Marketing Messages Be Created Within the Marketing Silo?

In some companies, the marketing team has certain responsibilities, the sales team has others and never the twain shall meet. I think this is a …