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

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

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...

"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, ...

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, w...

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 ...

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

Three things we learned at the Tag Marketing Superhero Round Table Thanks to TAG for organizing, ETA - Creative Event Producers for hosting, us (Verto) for s...

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

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

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

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

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 time to pay up and sta...

Everyone does it these days. Haggling over price and then insisting on oppressive payment terms. We’re living in the age of "Crushing It," and sticking it t...

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 Sales gurus say (or shou...

“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 surrounded by experts who dis...

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

We've heard it for many years, and it's no different today - "it's all about relationships," "it's not what you know, it's who you know" So, what is all abou...

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 from, why they matte...

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