"Every great magic trick consists of three parts or acts. The first part is called "The Pledge." The magician shows you something...

Ten for Twenty Here’s Verto’s “predictions” for 2020. These are based on some observations from 2019 and our reading of the tea leaves....

Before we dive into what we did learn, a word about the ESMA. The Executive Sales and Marketing Association (ESMA) “represents and...

The "godfather" of sales methodology (Mike Bosworth of Solution Selling fame) is skeptical on the impact of sales methods, training and...

Three things we learned at the Tag Marketing Superhero Round Table Thanks to TAG for organizing, ETA - Creative Event Producers for...

What Happens When Systems & Processes Become Self Perpetuating We're all driven by numbers. Goals, quotas, conversions, ML's, MQLs, SQLs,...

Marketing and Sales Leadership roles in B2B are confusing these days. Their responsibilities vary from company to company so when you are...

We're joined by VP of Sales of Comply 365, Jeremy Sharp and Brett Godwin, Chief Operating Officer of Sterling Seacrest Partners, to...

Can Nice Guys still win, or is success reserved for the psychopaths and obsessives these days? Nice guys are always good, and good guys...

Many businesses believe that it’s easier to cut expenses than win new revenue. That's just wrong. In this episode, we examine why it's...

Everyone does it these days. Haggling over price and then insisting on oppressive payment terms. We’re living in the age of "Crushing...

Apparently, everybody's out there "crushing it" these days. Moreover, if you're not, you should be. If we’re to believe what the B2B...

“Can I make you like me? …and even if I could, does it mean I should?” It seems that we are caught in a permanent dilemma today...

B2B lead generation and prospecting just keeps getting harder. If we understand “why” maybe, we can change our behaviors and become more...

A look at the role of "stories" in B2B sales and marketing. Enjoy this twenty minute discussion on the power of stories, where they came...

The latest dilemma in B2B Sales & Marketing According to the latest thinking B2B sales and marketing is all about "story-telling" these...

A look at the "own goals", "fumbles" and "three-putts" that happen when you use the wrong stories and analogies in business. Enjoy this...

So what do the use of stories, sporting analogies, and metaphors have to do with achieving success for B2B companies? Good question. A...

Yes, it's the podcast none of you have been waiting for...drum roll please. On a serious note we are excited to announce our new podcast...

The biggest waste of a sales person's time is the deal they lose. Losing deals to "no decision" is even worse. It means that either there...