Messaging

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 …

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 …

Stand Out from the Competition

The Secret to Stealing Business Away from Your Competition

In today’s highly competitive world, you absolutely must differentiate yourself from your competition or you’ll lose out on many of your opportunities to close new …

The Power of a Mastermind

Leveraging the Power of the Collective

In the course of 30+ years in business, working with hundreds of clients and companies, I’ve noticed four traits that separate successful people from the …

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 …

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 …

One Way to Make Sure Your Messaging Hits Its Mark

The first quarter of the new year brings with it the possibility of change—the opportunity to create results by bringing new strategies into your business. …