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The ecosystem of B2B sales message, especially its delivery, presents an inability for the original product seller to understand that they can lose the sale. Not because their product is bad, but because they don’t know really who they are selling to. The absolute worst scenario for an original product

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Businessman, presenting growing graph, statistics
From The Editor's Desk

Standard vendor pitch practice is to go from the top-down in a deck. Start with the most expensive offering, then move toward the bottom as its being rejected. A solution is to ask a simple question of the prospect: “What do you want out of this?” Typically, prospects are unnerved

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Podcast Episodes Play in new window | DownloadSubscribe: Android | RSSSports sponsorship decks and ticket brochures are easily some of the worst materials to deliver to the best clients. They often come in the form of rudimentary PDFs, one-sheet paper proposals or Microsoft Powerpoints that convolute the process rather than help

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