Have You Made the Empathic Shift?

Sometimes it’s tough to get out of your own head. And that makes it hard to have an effective sales conversation. You can get mired in familiar messages and discussion points, endlessly making a case on the ground you find most solid. In fact, it’s natural...

Fast-Growth Firms Embrace Virtual Selling

What if you could crush your sales quota while cutting your sales expenses by more than half? As a growing number of fast-growth and forward looking companies are now discovering, you can. This impressive performance is tied to a trend known as “virtual...

Essentialism at SXSW

You’re challenged to focus. But you’re distracted. And so is your buyer. ) You can only cut through the cacophony if you keep your message clear, concise and on point. What are the three key issues you want to address? Or… What are the three problems...