Breaking the Status Quo Barrier

Messaging Fuels Methodology

Why Your Deals Are Running out of Fuel Before the Finish Line

In 1986, French racing driver Alain Prost tried to race the German Grand Prix without any fuel. Okay, that’s not exactly true. Actually, Prost’s car …

Are You Positioning Your Sales Team to Win—or Fail?

If you’re not doing everything you can to position your sales team to win, you’re potentially leaving millions of dollars on the table. A recent …

Kevin McArdle Featured in C-Level Magazine

Is your company losing business to competitors who offer less value? Are you experiencing downward price pressure? In this interview with C-Level Magazine, Kevin McArdle …

How to Ensure This Year Is a Total Waste of Time, Energy and Money

Are you experiencing any of these symptoms? (And are they driving you crazy?) You’re in a constant state of overwhelm. You know that you (or …

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 …

The Four Things You Must Accomplish in Every Customer Conversation to Win More Deals

To close more deals in a competitive market, you need to stand out from your competition. This all starts with positioning yourself not just as …

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 …

3 Reasons Your Customers Aren’t Taking Action

When a deal stalls, you and your team may ask yourselves why. Lately, I’ve been seeing some trends in the marketplace that can help you …

The First Decision Your Prospects Have to Make

Every buying cycle comes down to two critical decisions that your prospective customer has to make: 1. The first is, "Why change?" Why should I …