Nothing’s Working

May 31, 2017
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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 …

April 21, 2015
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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 …

January 16, 2014
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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 …

December 18, 2013
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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 …

November 18, 2013
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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 …

October 15, 2013
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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. …

September 25, 2013
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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 …

August 15, 2013
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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 …

July 26, 2013
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Why Your Company Should Own 5 Phrases

As I discussed in my recent article, a lot of organizations spend their time on the mechanics of their messaging, the channels that get their …

June 20, 2013
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Managing the Heartbeat of Your Business: The Weekly Meeting

Once your leadership team has set their annual goals and quarterly priorities, it’s important to stay focused and working toward those goals. One of the …