B2B Sales and the Herd Mentality: Are You Following or Leading?

B2B Sales is more challenging than ever. Are you following the old herd or leading the new pack? Customers’ buying habits are changing. The fast pace of technology only accelerates this change with an overwhelming amount of messages and shifting priorities clamoring for people’s undivided attention. There’s also an intergenerational shift in the workforce as boomers retire […]

Naughty or Nice?

Family can bring out the best and the worst in us! Why is it that what is touted as the “most wonderful time of the year” can bring on such angst and anxiety?  According to psychologist Leonard Felder, author of When Difficult Relatives Happen to Good People, “most Americans experience significant tension at one or more family […]

Marketing vs Sales: No One Wins

“2/3 of salespeople believe marketers are wasting time on fancy events and branding activities when they would be better served focusing on tactics that directly impact the sales pipeline. Similarly, the majority of marketing pros consider salespeople boastful and showmen.” (Dan Sincavage B2B Community) Marketing and sales share the same end goal: gain and retain customers. […]

Are You More Like Twitter or Instagram?

A picture is worth a thousand words… A picture is worth a thousand words, so they say, but the updated version of that phrase sounds more like… put together the pictures with the words and you’ll experience unprecedented engagement and communications. Undeniably we still live in a text based society, but visuals have elevated the […]

Are You A Loser?

“It’s not whether you win or lose, it’s how you play the game,” according to the losers and their parents You win deals, you lose deals, and some deals are left hanging. You can’t win every one right? Or can you? You can get closer. First, get to know the standard at which to gauge your […]

The Challenger Sale…

The Challenger Sale The Challenger Sale by CEB is based upon research that shows buying has fundamentally changed since 2008, and that Solution Selling is no longer effective in a complex buying world. Executive buyers and users look for different things in the buying cycle, and just diagnosing needs and pitching does not lead to purchases. […]

True or False: Life Stories Have a Place in the Business World

Life Stories A song in the new film La La Land (Chazelle, 2016) contains the lyrics: “Someone in the crowd could be the one you need to know”, describing the fortuitous serendipity which evolves into a meaningful meeting or interaction with someone. Do just a few people have magnificent stories or do only the tenacious […]

Casting your Vote on Election Tuesday and How You Vote Every day!

Understanding How Behavioral Economics Affects Our Decisions During election season we are barraged with instructions and influences, it has been nonstop.  But how are these messages influencing us?  This is the perfect time to highlight how and why bias plays a role, not only in our election, but the everyday decisions we make too. We […]

Effective “Inception” Requires a Mastery of Storytelling

Why we gave “Inception” with DiCaprio two thumbs up! “I specialize in a very specific type of security. Subconscious security.” Since movies have been made, we’ve never seen something quite like Christopher Nolan’s cerebral yet hugely enjoyable 2010 film Inception, and we’ll probably never see anything like it again. This endures as a film that […]