Best practice: nine questions to plan your keynote

Mar 29, 2015 | Regular

Want to do a keynote?  Most people start by getting out the slides which is not the best practice for a corporate speechwriter. Here are nine questions to help you plan your talk. How do people perceive you now? Honestly. No,honestly.  Get some unbiased feedback from...

Mar 29, 2015 | Regular

HBR finally figured out the secret to my sales success!  Great article on why the Challenger Sales Rep dramatically outperforms the other four sales rep types: http://blogs.hbr.org/cs/2011/09/selling_is_not_about_relatio.html

Focusing on revenue yields better results for marketers

Mar 29, 2015 | Regular

In the latest of weekly series from Eloqua .. The Eloqua Closed-Loop Reporting Benchmark Index examined what leading edge companies were doing differently in terms of campaign execution and follow-up. These companies have: (1) over 3x as many average monthly landing...

Listen, Did You Hear That?

Mar 29, 2015 | Uncategorized

Is your sales team good at listening?  Really good at listening? The fact is that most B2B sales teams are quite poor at listening and ironically, that is arguably the most important skill in selling to the enterprise. Let’s examine the elements of listening and...