August 2014

Unlocking Hidden Revenues from Current Customers

When sales leaders seek growth, many turn first to new avenues – new customers, new geographies, new products and other untapped sources of revenue. However, there often is considerable growth potential in the existing customer base. Current customers have already shown they need your product or service and want to buy from you.

Today’s Video Platforms Extend Employee Engagement Initiatives

Business markets today move at lightning speed, and companies are looking to experts to help them leverage new video technology to make them more competitive – not just in their own markets, but also in attracting and retaining valuable employees.

When Can You Trust Salespeople’s Opinions?

“If a salesperson tells me something won’t work with customers, there’s a 95% chance that they’re right.
If a salesperson tells me something will work with customers, there’s a 50% chance that they’re right.”

Free Your Time: Structure Your In-House Marketing Team for Smooth Agency Engagements

It’s a far too common scenario: You build the capability of your marketing department by hiring agency support but then find yourself buckling under the weight of managing the agency. Rather than focusing on strategy, leading and promoting your department, you begin spending considerable time ensuring the agency gets what it needs to succeed.

3 Principles for Earning the Status of Trusted Advisor

While it is all well and good – even honorable, really – to associate selling success with being a trusted advisor, what does it take to earn that status with customers in today’s buying environment?


Not long ago, I was conducting a leadership conference with a number of managers and sales executives. At the meeting, one of the managers shared with the group the following story about one of his tenured salespeople.

Say it with Stick Figures

The Picture Superiority Effect says concepts are much more likely to be remembered if they are presented as pictures rather than as words.

The Crux of Innovation

When the term “innovation” is used, it is often mixed up with “invention.” While an invention is typically linked to research and development, the term “innovation” is about marketing and sales. It goes back to Joseph Schumpeter in the 1930s. He distinguished innovation from invention: The core of an innovation is the commercial use of an invention.