Hey marketing and sales leaders, it’s that time of year again. You’re getting ready for the big annual event for your sales organization. You’ve got a lot of announcements to make. There will be some new training. You’ve picked a keynote speaker. And, even though you won’t be bringing back the dancing bears, you’re determined to make a bigger splash this year than last. That’s all great. But there’s one thing to ask yourself before … [Continue reading]
The one question we get asked most often
I haven’t taken an official poll, but I’m pretty sure there’s one question B2B sales and marketing leaders ask us more than any other. It often comes up in the very first meeting with new clients or gets asked after we’ve spoken at an event. And it goes something like this… “Our company has all these different products and services. We’re in all these different markets. We’re talking to different decision makers with different responsibilities … [Continue reading]
How to turn your company’s big weakness into its best selling point
Nobody’s perfect. Just ask your competitors. They’ll be happy to point out the weak spot in even your best product or service. The question is what do you say about those weaknesses? Do you ignore them? Deny them? Defend them? Try and put a little spin on the story? There’s a better approach. And it’s based on one of the most successful ad campaigns of all time. When weakness became a badge of honor. It … [Continue reading]
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