Customer Conversations

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 …

Are you creating an us vs them environment?

Are You Building an “Us” and “Them” Environment?

Although I try to avoid it at all costs, sometimes a consulting engagement can divide teams into "them" (the client) and "us" (the consultants). This …

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 …

Don’t Go into Your Next Sales Conversation Without the Answers to These Four Questions

In my last post, I discussed how many sales professionals’ research misses the mark by focusing too strongly on individual characteristics, rather than the business …

Prospect Research: Are You Wasting Your Time?

Many B2B sales people spend significant time getting familiar with the specific needs and personal characteristics of the prospective buyers they meet with. However, it’s …

Are You Asking the Right Questions?

Nine Provocative Questions That Create Winning Conversations

Asking every client the same 20 diagnostic or assessment questions is a comfort zone approach that has been taught for the past 30 years. However, …

Are you asking the right questions?

One Test to Determine Whether Your Sales Call Was a Winner or a Loser

After 30 years of research and consulting, I’m hearing one complaint from executives more and more. They’re tired of the traditional diagnostic questioning methodologies. Not …