It’s disturbing that so many businesses still think they need a value proposition. Or, for that matter, a sales pitch. It’s 2020. Buyers don’t want to be “pr...

What I learned from Alan Weiss about maintaining my business pipeline is relevant for any sales organization: 1) Make sure the flow is strong: You can't aff...

Being number one in your market is rarely, if ever, about having the best product. The iPod wasn’t the world’s best portable digital music player. McDonalds ...

It's hardly surprising that Biotech company founders love the science behind their product or service. Unfortunately, this passion often causes them to make ...

In the classic marketing book “Positioning” by Al Ries and Jack Trout, the authors tell a story about how the Michelin Guide I talked about last time almost ...

Yes, you need to understand your customer. But here’s a news flash: Survey respondents tell lies. Worse still, some of them think they’re telling the truth, ...

A few weeks ago, I was helping a sales manager try out account-based marketing for the first time. There was a particular prospect he had been trying to win ...

The approach most businesses take to positioning is to think about where they fit in the market. That's fine as a sanity check later, but as a starting point...

If there’s one thing most of the small and medium-sized businesses I work with have in common, it’s this: the struggle to differentiate. I often talk about h...

Many companies claim to have built their business around a few core values. Unfortunately, 99% of the time they’re the same: integrity, excellence, quality. ...

While on holiday on the French Atlantic coast this summer, I became obsessed with how sand and feet interact completely differently, depending on how far fro...

Why purchases are still about people. OK, I get it. The future of sales belongs to AI and algorithms, and data geekery is helping businesses know what I want...