Blog

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

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 …

The Power of a Proven Process

We’ve all heard the old adage, “A picture is worth a thousand words.” Put another way, never tell someone something you can show them. In …

Your Customers Now Control the Buying Process Far More Than You Control the Sales Process

In their report Use Behavioral Marketing to Up the Ante in the Age of the Customer, Forrester Research made what I thought was a fascinating …

Is Your Marketing Malfunctioning?

What do you do when your marketing isn’t doing its job: bringing fresh new leads into your business for you sales team to close? Have …

Why Your Sales Messages Don’t Work

You’ve probably spent significant time honing your sales messages to make sure your prospects will want to buy your solution once you’ve finished your presentation. …

Six Truths About Your Customer Conversations That You May Not Want to Know—and What You Can Do About Them

TRUTH #1: Congratulations. You just had the best sales call they’ll never remember. Fact: 95% of what is delivered in a typical sales meeting is …

New Podcast: Competitive Differentiation

Are you focusing on competitive differentiation at your company? Do your customers and prospects clearly understand why they should choose you over your competitors? In …

Three Reasons Most Sales Presentations Fail

Strong sales are the backbone of any thriving company. After all, even a great product or service won’t go far if your sales pitch is …