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 l...

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 soci...

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...

Pandemics and epidemics have left their mark on history. Wars and riots, distrust, the creation of new authorities and governance, and ev...

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

images courtesy of Olga Guryanova & Robina Weermeijer on Unsplash Wales dominated the sport of rugby in the 1960s, '70s, and '80s. Coinci...

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 ...

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

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. J...

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

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

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

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 discu...

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

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 ti...

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

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 Sale...

“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 surrounde...