The "Verto Verdict"

At Verto we are Sales and Marketing Advisors and Consultants. We have worked in many areas and have accumulated lots of experiences which we translate into wisdom and use within the context of the modern world. We have advice and opinions to share. That's what you'll find in our Blog - "The Verto Verdict."


Some of the content is specific to BtoB Sales and Marketing (like the Demand Generation category), and some are more about Business Management and Business Life in general. We hope that you read and enjoy all of the content with the same enthusiasm with which we write it. Our intent is to provide useful information, provoke thought and achieve this in an entertaining, sometimes humorous way. We encourage you to join the conversation.

The "Verto Verdict" - Featured Posts

Whats Going on in Modern B2B Sales? Get the Latest Verdict.

November 19, 2019

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June 26, 2020

In the shadow of COVID - 19, we will see a serious change in the make-up of our buyer markets in B2B. Furloughs will become permanent layoffs; companies will re-organize, and technology adoption will move into high gear resulting in more workforce upheaval. It's out wi...

June 4, 2020

We could write a book on trust. As I’ve mentioned before, there are more research papers on the idea of trust than any other idea in social psychology. In Part One of this exploration of trust, we tried to define trust, and we settled on Rachel Botsman’s opinion that i...

May 25, 2020

"I originally posted this article on July 2nd, 2017 (to coincide with the July 4th holiday). As the media starts to talk about Covid-19 in the past tense, we’re all contemplating the economic fall-out, which is becoming more present than future. It seems like a good ti...

Pandemics and epidemics have left their mark on history. Wars and riots, distrust, the creation of new authorities and governance, and even the ways cities were architected and built. They’ve left their mark in the obvious ways of death and suffering, but also in the f...

March 31, 2020

Spaniards, prisoners, moments, dilemmas, and sandwiches…and what they all have to do with commercially surviving the current crisis.

Various ideas, analogies, and metaphors use the "prisoner" concept. We're dealing with one flavor of these right now. And without stating...

March 1, 2020

 images courtesy of Olga Guryanova & Robina Weermeijer on Unsplash

Wales dominated the sport of rugby in the 1960s, '70s, and '80s. Coincidentally they seemed to dominate the teaching profession in Britain at the same time. This confluence made some part of my adolescen...

February 11, 2020

The biggest waste of a sales person's time is the deal they lose. Losing deals to "No Decision" is worse. It means that either there was never a real deal in the first place and you failed to qualify out, or you failed to adequately compel the prospect to act now....

January 25, 2020

"Every great magic trick consists of three parts or acts. The first part is called "The Pledge." The magician shows you something ordinary: a deck of cards, a bird, or a man. He shows you this object. Perhaps he asks you to inspect it to see if it is indeed real, unalt...

December 19, 2019

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. Just to remind you, while some of these are obviously more serious than others, there’s the constant “hum of humor”. But as we know,...

November 19, 2019

Before we dive into what we did learn, a word about the ESMA. The Executive Sales and Marketing Association (ESMA) “represents and enhances the capabilities of Georgia’s sales and marketing professionals. Our purpose is to provide a forum where Georgia’s sales and mark...

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January 25, 2020

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