Whatever you’re doing now, do this next — get your pen, place it to paper, and write a thank you note to a colleague, customer, supplier, or friend that deserves one. It doesn’t have to be long, it doesn’t have...

Have you noticed there is never anything good in the fine print of an agreement? All the good stuff is up front and in large print. The bad stuff is buried in the back somewhere, deep inside a long paragraph,...

The purpose of B2B lead generation isn’t to get people to buy your product or service. Think about it — this is where a lot of B2B lead generation campaigns go wrong. If you have a product or service that...

Every person you: speak to stand across the counter from meet shake hands with speak on the phone with open the door for Has a family or people important in their life they: think of support love care for The...

A problem artificially hindering sales among B2B sales teams is measuring and rewarding the wrong thing — closed sales. It sounds right — pressure the team to sell more. But riding your team to close more business is like yelling...

Leaving the post office not long ago, I picked-up a flyer from a local business — a party and event company that supplies everything for a celebration including balloons, tents, lighting, and catering services. How do I know this? It...

Advantages are often confused with benefits in marketing and sales communication — mucking-up a core story. As salespeople, we too often tout advantages as the reason to buy from us — a big mistake. Advantages are the things you can...

How cool would it be if there were a silver bullet in sales and marketing to retire quota and make lots of money? You know what I mean — the one thing we could say or do that magically makes...

The image above is a pic I took of my whiteboard yesterday following a conversation with a colleague — we were discussing core stories and their affect on marketing and sales efforts. The board holds the notes I wrote while...

Reason to believe is a huge part of a compelling core story, it’s the reason a prospect feels secure becoming a customer. Reason to believe is a form of proof the benefit you offer is real and the price is...