Are you one of the many sales managers that are frustrated that the new tools you need to monetize are not selling? One very likely culprit might be the way you are introducing them to your sales team in the first place! View Post

Because they are new, your new tools will get you the meeting. Because they are new, your new tools might even get you the first order. But it is because they are effective that your tools - new and old - get you the renewal and grow your business. View Post

All clients, large and small, need your help telling stories that help them build strong brands. The trick is to make sure that every tool in your campaign is customized to reinforce the brand’s valuable point of difference. View Post

The old-school style of generic "features and benefits" selling is not only completely obsolete, it is also the kind of selling that computers can do much better than humans. How much generic selling is happening in your company? View Post

It probably sounds counter-intuitive, but you can grow your most valuable clients and your most promising prospects by giving them time and attention when you are not trying to sell them anything. View Post

This simple and powerful two-part question will remind you to focus on what the client is trying to make happen with his marketing before you tell him all about your wonderful tools and big ideas. View Post