2 min read
Woe to B2B salespeople not invested in their own development
The prognosis for B2B salespeople not invested in their own personal and professional development is not good. The era...
3 min read
How to fly a horse by Kevin Ashton - book review
How to Fly a Horse, The Secret History of Creation, Invention and Discovery by Kevin Ashton, was published in 2016 and...
2 min read
The end of average - book review
I just finished reading #theendofaverage by Todd Rose and recommend it highly to parents with children in high school...
5 min read
Using a Meeting summary to improve win rate
This week I managed to get through to a buyer who had been ghosting me for a month. Even though we had a great first...
4 min read
Demand Side Sales 101 by Bob Moesta - Book Review
I hadn’t heard of Bob Moesta’s work until Mark Littlewood, CEO of The Business of Software recommended I watch a couple...
2 min read
The End of the Beginning of SAAS Sales
David Brock is a senior sales and marketing performance consultant whom I know and trust and whose blog I read. David...
5 min read
The JOLT Effect and the high cost of buyer indecision
This post will be of interest to CXO’s and revenue leaders in B2B SaaS companies because 25% of revenue is leaking from
1 min read
Getting Channel Sell Through - Video Case Study
Storytelling, Visual Storytelling, and asking insightful questions are three of the most important skills for all...
3 min read
Features and Benefits are Dead - How do you create value?
It's late 2022 and still, we are presented with B2B Websites, promotional materials, brochures and advertising copy...
2 min read
How to differentiate sales conversations in a sea of sameness
A Messaging Architecture helps amplify your Value
Clarity in communicating how you create value for your ideal...
