The Ceiling

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 …

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 …

Podcast: Overcoming Barriers to Execution

I’m excited to be featured on Vistage’s Executive Street Blog today. Listen to the podcast on overcoming barriers to better execution: How to Overcome Execution …