If you’re like most sellers, you envision finding the perfect way to position your products/services. You want ONE perfect phrase that’s so attractive to prospects that they...

Turn on economic news these days and it’s nearly impossible to miss stories about the tight labor market and (depending on how you measure it) moderate wage growth.  The...

Knowing the business impact of what you sell makes a huge difference. It's how your prospects decide whether or not your products or services are a match. Yet so many companies...

Adobe recently published a report detailing the findings of a survey we conducted of 1,215 marketers and B2B buyers in the U.K., France, and Germany. The findings reveal that...

Marketing Nation Live, a B2B Marketing virtual event, is bringing together marketers from all over the world on September 18 for a day full of inspiration, education, and...

How can you tell if you have a weak value proposition? One telltale sign is that virtually no one responds to your emails or gets back to you on the phone....

Gartner's 2019 Current and Emerging Technologies in Sales is making the rounds on LinkedIn. I’ll be honest, I spent quite some time trying to grok what it was saying. I’m...

Today’s overwhelmed buyers don't care about what you're selling. They only care about what it does for them. That's why value propositions are so important today....

I was eating lunch with the new president of a large manufacturing company. She was well aware of the work I’d done with their sales organization. So when I asked about her...

Success with content on social media can be simple if you’re organized and focus on efficiency. Of course, you know that you need to cater content directly to your audience’s...

Now is always the time to strengthen your marketing strategy. As numerous new channels and platforms are mushrooming in the digital marketplace, marketers must take an...