Common Question: What Questions Do I Ask Executives?

“What questions should I ask when meeting with an executive?” This question came up about three times last week during various marketing events, coaching calls, and emails with clients – “Can we put together a list of questions for the sales team to use when talking to executives?”  I usually get this question when talking […]

The Mighty Flip Chart

I was  speaking in Cancun last week and just before my session started, one of the hotel staff members ushered in a flip chart that I had not requested.  Then a familiar head popped in with a knowing smile.   I really like flip charts.   Sure enough, I did use it! While white boarding is […]

New Rules of Marketing

If you resell technology, stop wasting joint marketing funds provided by your partners.  Over a billion dollars in unspent funds are reported each year, meaning there is money available, however, dysfunctional marketing campaigns are destroying the channel’s ability to access this money.  Use this money with a well planned marketing strategy and show a return […]